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Use Varied Hiring in Sales Talent to Increase Revenue
Varied hiring in sales teams is giving a hand up to those who need an opportunity, but growing your business in the process.
Ronnell Richards
August 1, 2024
5 Min Read
PeopleImages.com - Yuri A/Shutterstock
This blog is part of a Channel Futures DE&I partnership with Xposure Culture & Belonging Council.
In today's competitive business environment, technology channel partners and suppliers need to prioritize varied hiring in their sales teams. This isn't about giving handouts; it's about giving a hand up to those who need an opportunity — and growing your business in the process. My philosophy, which I teach in my book, "Shut the Hell Up and Sell," is centered around building deeper and longstanding relationships with our customers to boost sales results and profitability. Drawing on those teachings and philosophies, I will explain to you why varied hiring practices are crucial to your success now and even more so in the future.
Representation Matters to Your Customers
In an emerging business community led by diverse leaders from marginalized groups, customers want to see themselves represented in the companies they do business with. Representation creates a deeper connection and fosters loyalty among customers because they feel understood and valued by a company that mirrors their own variety. This connection is crucial in sales, where building trust and understanding customer needs are paramount.
The Impact of Inclusive Hiring on Sales Performance
Varied sales teams bring a range of perspectives, experiences, and problem-solving approaches, which lead to more innovative solutions and better decision-making. This aligns with the core philosophy of "Shut the Hell Up and Sell," which emphasizes understanding and connecting with customers on a deeper level.
McKinsey & Company found that companies in the top quartile for racial and ethnic variety are 35% more likely to have financial returns above their respective national industry medians. Additionally, gender-varied companies are 15% more likely to outperform their peers.
The Boston Consulting Group reported that companies with more varied management teams have 19% higher revenues due to innovation. The report highlights that a range of perspectives enhances creativity and drives innovation, which are crucial for growth in the fast-paced technology industry.
Harvard Business Review revealed that inclusive companies are 70% more likely to capture new markets, underscoring the role of varied hiring in expanding market reach and customer base.
These statistics underline the direct correlation between varied hiring and improved financial performance, making it clear that inclusion is a key driver of profitability and competitive advantage.
Enhanced Problem-Solving and Innovation
A varied sales team is more likely to understand the needs of a diverse customer base, leading to products and services that resonate with a broader audience. This understanding fosters innovation, as team members draw on their unique backgrounds and perspectives to generate new ideas and solutions. In the technology sector, where innovation is the lifeblood of success, the ability to harness varied viewpoints can set a company apart from its competitors.
Where?
One of the most common questions I get from employers is, "Where do I find diverse talent?" You can start here:
Professional Organizations: Engage with groups like Xposure Culture & Belonging Council, which are dedicated to promoting inclusive hiring practices. These organizations provide valuable networks and resources for finding varied candidates.
Academic Institutions: Partner with academic advisors at universities, particularly those with programs related to your industry. Historically Black Colleges and Universities (HBCUs) are excellent sources of talented, varied candidates. Additionally, don’t overlook traditional institutions where students from different backgrounds may be underrepresented. Collaborating with these institutions can help create a pipeline of varied talent into your organization.
Community Connections: Leverage your alumni network to offer internships and opportunities. This not only helps in finding varied talent but also builds goodwill within communities you are connected to. Offering internships and entry-level positions to students from varied backgrounds can help them gain the experience they need to succeed in your industry.
Inclusive Hiring Practices
Implementing inclusive hiring practices is essential to attracting and retaining varied sales talent:
Unconscious Bias Training: Implement training programs to ensure that hiring managers are aware of and can mitigate their biases during the recruitment process. This can help in creating a more equitable hiring process that focuses on the candidate's skills and potential rather than their background.
Inclusive Job Descriptions: Write job descriptions that appeal to a wide range of candidates. Avoid jargon and emphasize the company’s commitment to variety. Highlighting the company’s values and commitment to inclusivity can attract candidates who share these values.
Varied Interview Panels: Ensure that interview panels are inclusive to provide a variety of perspectives and reduce the likelihood of bias in the hiring process. An inclusive panel can also make candidates from different backgrounds feel more comfortable and valued.
Commitment to Long-Term Inclusive Goals
Building an inclusive sales workforce is not a one-time effort but an ongoing commitment. Companies should set measurable goals for variety and regularly review their progress. This includes tracking metrics such as the variety of applicant pools, interviewees and new hires. Regularly reviewing these metrics can help identify areas for improvement and ensure that inclusive initiatives are having the desired impact.
The business case for varied hiring is clear: Inclusive sales teams drive innovation, enhance customer satisfaction and improve financial performance. By actively seeking and hiring varied talent, technology channel partners and suppliers can position themselves for greater success in a competitive marketplace. Varied hiring is not just a moral imperative, but a business strategy that can lead to sustained growth and profitability.
Varied hiring in sales teams is not merely about crushing quotas but about enhancing the overall business strategy.
For more insights on how to implement these strategies and further leverage varied hiring for business success, contact and join Xposure Culture & Belonging or Ronnell Richards (the author) directly.
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