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TV Expert Interviews / Leadership / Jun 8, 2023 / Posted by Kelley O'Keeffe / 22

The Gender Gap in Sales: Challenges and Solutions (video)


How Empathy and Diversity Can Revolutionize Sales Leadership

Sale is a complex field, and when it comes to women in sales leadership, it becomes even more challenging. In this episode of Expert Insight Interview, Kelly and John explore the challenges faced by women in sales, the role of sales leadership, and the traits that female sales leaders bring to the table. They also delve into the lack of clarity on promotion criteria for women and the need for empathy and accessibility of tools to improve their numbers.

One of the essential takeaways from the conversation is the need for more diversity in sales leadership. Diversity brings a diverse viewpoint to the table, leading to better outcomes. Kelly shares an example of how a male executive and a female executive had different approaches to a major sale, and how navigating those differences led to a better result. Both genders bring valuable strengths to the table, and listening skills and empathy are critical traits for successful sales leadership.

The conversation also touches upon the benefits of remote work, which has made it easier for people to find the right job without having to uproot their lives. Remote work has opened up opportunities for people with caregiving responsibilities, such as children or aging parents, to build a job that fits their life. Companies need to be more inclusive and accommodating to their employees’ needs to attract diverse talent and create a more inclusive pipeline.

Kelly’s company, Empowered Engagement, advises CEOs on how to be more gender-inclusive and provides a mini sales MBA course for women and those looking to uplevel their skillset in sales leadership. This course is a game-changer as few organizations train their employees on how to improve their sales leadership skills.

In conclusion, empathy and diversity can revolutionize sales leadership. Women bring valuable strengths to the table, and companies need to be more inclusive and accommodating to their employees’ needs to attract diverse talent and create a more inclusive pipeline. Organizations need to invest in training their employees on sales leadership skills, and Kelly’s mini MBA course is an excellent place to start.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

About Author

Kelley O’Keeffe is an Entrepreneur focused on gender equality in revenue generation. Data shows that when women thrive economically as entrepreneurs and rise as leaders in business, this results in our communities thriving both economically and from a social responsibility perspective. Kelley's background includes working for technology firms IBM, Gartner and growing nearly 15% of her company’s total annual revenue, as leader of a 300-person global sales team in her corporate career.


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