Dec 7, 2021
Sales is a fundamental element of businesses. Without it,
companies wouldn’t generate revenue! And with hundreds of thousands
of niches and topics for sales professionals, do you think it makes
sense for all salespeople to look and act the same? In today’s
episode of Selling in Color, Donald is joined by Jerry Brooner,
President of Global Field Operations at Enable, to discuss diversity in sales and
how you can take steps to a diverse team in your organization.
Finding and keeping good talent is a
- To be clear, there is no shortage of talent. But many
hiring managers are just not looking in the right places or for the
right type of people.
- For example, hiring managers who look only in major U.S. cities
completely ignore the rest of the country (let alone the rest of
- In reality, there are intelligent and capable people no matter
where you go, and they all bring different perspectives to a
Jerry’s strategies to recruit more diverse
- First, think about what’s important for the company and the
sales team. In most instances, that does mean a wider array of
diversity and experiences.
- Jerry’s team goes to different states and countries, but not
the major areas. So, for example, when recruiting in the UK, they
checked places besides London.
Planning a diverse recruitment
- Work backward. Look at your customers, your team’s territories,
and the industries those territories fall in, and look for
knowledgeable people in those areas.
- Make entry-level jobs entry-level. Determine if the number of
years of experience you’ve selected is essential. Most of the time,
- Look for accomplishments rather than years of experience.
Addressing and creating diversity in his own
- Jerry believes that diversity is his company’s biggest asset.
But you have to put a focus on it. Focus on it in terms of country,
gender, and especially race.
- Don’t look to fill a quota; look to fill roles with good
people. And you simply can’t get the best people by only looking in
- If you’re looking to hire entry-level BDRs, don’t just go to
the same colleges. Instead, broaden your selections to find the
best people at each of those institutions.
Jerry’s final word of advice? The sales profession is made
better with a diverse group of people. In the long term, we’ll all
be better for it. For more information or to contact Jerry, reach
out to him at email@example.com.
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Audio provided by Free SFX
and Bensound. Other songs
used in the episodes are as follows: The Organ Grinder written by
Bradley Jay Hill, performed by Bright Seed, and Produced by
Brightseed and Hill.