How Discrimination Breaks and Reproduces Sales Groups – TechCrunch

Technology leaders do not. I like to accept, but sales have an attitude problem that prevents many great candidates – especially women and minorities – from continuing in tech sales. As a colorful woman in tech sales, I have seen and experienced these discrimination.

Unfortunately, some good sales people often quit their jobs because of the sales culture. There is a greater emphasis on the “alpha male” personality traits than on the soft abilities that allow individuals to thrive. Sales leaders must create a culture of success for all merchants, regardless of their background.

The reality is that many GTM plans are shifting to PLG. Placing the product itself in the driver’s seat means that the product must be easily accessible, well-registered, and usable without the need for “gatekeepers.” In this context, the role of sales allows consumers to make informed decisions rather than pushing products.

Activation includes access to additional resources, voice discounts and navigation security, vendor management, purchase and product maps. All of this has little to do with sales and offers a well-managed purchase process for customers. Good technology vendors allow customers to get the most out of their investment by voting for their needs and concerns.

A substance above charisma

Charismatic alpha-male trope is a remnant of the early days of technology sales and is often seen on television and in movies. Although it is a good drama, it makes people who are more talented in tech sales think that they are not the right people for the job.

This is a great story. Excessive growth, attractiveness and alpha personality traits do not lead to sales success. Real skills sets that make sellers effective include the following:

• Discipline and organization.
• Mental curiosity.
• Compassion.
• Ability to explore complexity and clarity from ambiguity.
• Creativity and problem solving.

These are gender-neutral soft skills, equally applicable to introduction and youth. Unfortunately, the perception of sales environments prevents talented women from selling roles. Instead, they are comfortable in marketing, accounting, finance, and manpower roles, all with more detailed playbooks with well-understood responsibilities.