"Women are underrepresented at every level in B2B sales and have been for many years. I’m hopeful that with data, we can show company leaders how they are losing potential revenue by not hiring, onboarding, or retaining differently for a more inclusive team.” – Lori Richardson, President, Women Sales Pros
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And the top sales performers are…women. A recent study by Gong, a sales-insights platform, revealed that women outperform men in achieving sales quotas: by listening. The article discusses the importance of listening as a crucial sales skill, particularly highlighting how women in sales tend to excel at it. Based on analysis of over 100,000 B2B sales calls, the research shows that women listen 16% more than men, which correlates strongly with sales success. The article emphasizes that listening builds trust with buyers and is a key factor in achieving higher quota attainment rates for women in sales roles.
The report links listening to trust, which the LinkedIn State of Sales Report 2020 (US edition), rates as the quality customers value most in a salesperson.
Source ↴
Devin Reed
