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Who Makes a Better Salesperson - Men or Women?

Written by: Dave Kurlan

Article Overview: 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:

Who Makes a Better Salesperson - Men or Women?

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.

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Article Tags: cold calls, excuse, female candidates, low self esteem, management group, matter of fact, men and women, motivation, objective management, prospects, quotient, rejection, salespeople, severity, statistical evidence, three times, tom peters, women are stronger than men, women women, woody allen



Related Forum Posts
Re: History of Women in Business in the United States - Yes. Women have increasingly made positive economic contributions to society and their position is being recognized more and more as seen on the Forbes List of Executive Women. In general, women can be a bit more practical in their approach as entrepreneurs too.
A ton of Great Women - You might want to profile Teresa Cascioli of LakePort Brewery. She has an amazing story! I met her at at the celebratory luncheon for the Profit/Chatelaine Top 100 Women Business Owners. The Top 100 list is also a great resource for inspirational stories of Women Entrepreneurs.
Re: Are entrepreneur women more organized than men? - Women are generally more organised than men. They have good instincts more than men. Women are generally aggressive when it come to business. You don't want to mess up with them.
Re: Are entrepreneur women more organized than men? - The issue of women being more organized than men is true, start from you home, just see how messy the boys are. Women are also very cautious, unlike men who take any risk, a woman will analyze the risk first. Women are also go getter when it comes to business, once they make their mind, then they go for it.
Re: Why aren't there more women entrepreneurs? - My opinion on this (being a women, and being disabled), is; Women in general like security. Women are the caretakers, in general. In the work environment we are the one to have children. We are the ones who leave work to do this. We deal with a stigma that we are bad mothers if we work, but we are a bad mother if we do not work. I feel there is no way a man could ever understand this. Sure they can try, and some do a good job of it, however they truly do not understand. How could they?? Being a entrepreneur is throwing cation to the wind. It takes believing in yourself. It takes a women who can have someone say no, put us down or just plan old negativity and for us to turn it around. Women who can do this are called names, while men in the business world are just expected to have a thick skin. Studies show in the work environment that women are more apt to be bullies. Women are more apt to turn on each other. We expect more out of each other. Many women also use the work environment to socialize and to find a mate. Men and women are not created equal. Once we understand this and take what we are and "run" with it; the better all of us will be. Women business owners, women entrepreneurs are still considered a minority. Since there are more women then men in this world, some day this will turn around. This too is why men need to protect themselves and keep us under some kind of control. What bothers me to no end is when women give in to the mans world using sex as a selling tool. We need strong women leaders, not those who use their bodies as a step up. This is just my opinion on this subject.


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