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Selling in Color

Apr 13, 2021

In this episode, Anita Nielsen joins Donal Kelly as they talk about the gaps in recruiting processes that are preventing people of color from working in sales. 

The challenges across the board

  • Anita Nielsen hasn’t worked with many companies that are deliberate in their recruiting of a diverse workforce. 
  • There’s a need to have that commitment to do what it takes to reach the people where they’re at and help them draw these people to their companies. 
  • Today, it’s getting harder and harder to find good talents out there that fit. The right people are now fewer and far between. 
  • This is partly because job seekers are more deliberate about the companies that they go after. 
  • People who are looking out for jobs are looking at the company’s website and if they see that the website has all Caucasian/white people then that tells job seekers that the company isn’t deliberate enough to be inclusive in their website. 
  • Younger generations today want to help in companies with healthy cultures that have multiple thoughts and are innovative. 
  • Organizations need to do two things - to be deliberate and to check themselves. Evaluate your ways on how you are making your workforce more diverse and inclusive. 
  • Inclusion isn’t just about getting the right people for the open jobs in your company but it’s also about getting multi-colored buyers.

The gaps in recruiting

  • For sales, there isn’t much recruiting that happens out of college. 
  • There are several programs in colleges today that are devoted to sales, even graduate schools have some programs that are focused on sales. 
  • As an organization, be where the people are. Go to these schools or universities and see the range of the different kinds of people out there. Go out and find the people of color who may be a fit for your company. 
  • Check out organizations, forums, and groups with people of color who have the right training and who are perfect additions to your company. 
  • As businesses, we need to recognize that we are losing some of the top talents in the industry today if we are not serious about diversifying our workspace. 
  • Being deliberate in your recruiting doesn’t happen by accident, it should be a priority. 

“What Gaps in Recruiting Processes are Preventing People of Color From Working in Sales” episode resources

Reach out and follow Anita Nielsen on LinkedIn

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Skipio. 

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