Summary of Why We Need More Women in Sales

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Why We Need More Women in Sales summary

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Many organizations are making efforts to help women shatter the glass ceiling in STEM (science, technology, engineering and mathematics) fields. Firms give less attention to other professions where women remain stubbornly underrepresented – such as the sales profession. In a short article for Forbes, Microsoft executive Rakhi Voria explains why boosting women’s presence in sales is good for a company’s bottom line. getAbstract recommends her analysis to sales and human resources professionals.

In this summary, you will learn

  • What deters women from entering the sales profession and
  • Why hiring more women for sales positions can make companies more profitable. 
 

About the Author

Rakhi Voria  is chief of staff to Microsoft’s corporate vice president of inside sales, co-chair of Women@Microsoft and a Forbes Business Development Council contributor.

 

Summary

Women are underrepresented in the sales profession. A 2018 LinkedIn study found that only 39% of people working in sales are female, which is merely 3% higher than in 2008. At the executive level, women make up only 21% of vice presidents in sales. Several reasons account for the gender gap. For one, the sales profession continues to have a bad reputation, and many women don’t want to be associated with the negative stereotype of a used-car salesman employing unethical persuasive tactics. For another, job descriptions for sales positions often use masculine terms such as “hunter” and “aggressive,” cite experience in competitive team sports as a preferred asset, and list other unnecessary requirements. An HP study has found that women tend to apply for jobs only when they meet 100% of the requirements listed in the job posting. Men, by contrast, would apply even if they fulfill only 60% of them.

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