Who Are Better Salespeople - Men or Women?

Posted by Dave Kurlan on Wed, Oct 22, 2008 @ 22:10 PM

Tom Peters said women are better salespeople than men.

I wrote that Objective Management Group has data that proves that a greater percentage of women are stronger than men.

Here is how that data breaks down:

In areas of motivation - Desire, Commitment, Money Motivated, Enjoys Selling, and Excuse Making, men and women are statistically the same.

In the area of Outlook - Women are slightly more likely to have a strong Outlook.

In a surprise finding, men and women are statistically just as likely to have any of the five major weaknesses we identify, including Need for Approval and the Tendency to Become Emotionally Involved. The same goes for Difficulty Recovering from Rejection.  The big difference though is in the severity of these weaknesses.  Men are three times more likely to have severe weaknesses than women!

Women are 50% more likely to have low self-esteem.

Tom Peters also said that (Woody Allen said that) 80% of success is just showing up.  Women are far more likely to show up in front of a prospect because they are 25% more willing to make cold calls than men. While we have no statistical evidence for the next statement, we believe that women are more effective getting an audience with their prospects.

Hunting and Closing skills are statistically the same but overall, women have more selling skills and strengths than men.

And finally, a man is twice as likely to have a Sales Quotient of greater than 130.  As a matter of fact, as the sales quotient gets higher, men make a stronger showing:

Sales Quotient over 140 70% male and 30% female.
Sales Quotient over 145 79% male and 21% female.
Sales Quotient over 150 80% male and 20% female.

The important thing to remember is this: if you interview 100 candidates, a quarter of the the top 26% will be women which translates into about 6 superior female candidates to go along with 18 top male candidates. 

So like I said in my previous post, a larger percentage of the females are stronger than the percentage of males that are stronger.  There you have it.

(c) Copyright 2008 Dave Kurlan

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Topics: sales competencies, sales assessment, sales, sales management, selling, Salesforce, Sales Force, sales personality, women in sales, men versus women, men vs. women, women are stronger than men, sales evaluations

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Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for nine consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave

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