Smart and savvy sales managers want gender-diverse sales teams. They know that men and women bring different strengths, skills and experience to the table, and that diverse teams promote healthy collaboration and competition.
Data provided by Xactly Insights in their Gender Study of Sales, states that women in sales outperform their male counterparts in:
- Loyalty – Women, on average stay in a sales position one year longer than men.
- Quota attainment – Women outpace men by 3% annually.
- Overall leadership effectiveness.
- Leadership effectiveness in sales.
However, many sales managers – especially those in technology fields – are not putting that idea into action. Even given these numbers, men consistently receive a higher commission than women, their base pay is consistently higher, and their bonuses are higher. The higher up the sales ladder you look, you are less likely to find women in sales leadership positions. Breaking through the glass ceiling in tech sales can be difficult, but it can be done.
Make Yourself Seen and Heard
If you consistently exceed quotas but your accomplishments are not recognized or rewarded, it might be time to renegotiate your compensation package or ask for more responsibility (or both). Schedule a meeting with your sales manager and make sure to prepare in advance. Print out your numbers and show how you’ve grown over time. Your manager should know your numbers, but you want to show that you know them, too, both inside and out. If possible, it can also be useful to print out emails from customers that express their appreciation for your work, and print out copies of any rewards or accolades the company has bestowed upon you.
You want to make a case that you are valuable to the company – and more importantly, you are valuable to the customers who keep the company in business. Ask for a specific number you’d like to see in terms of compensation, and if it’s a promotion you’re after, clearly state your career goals. If you’ve been overlooked in the past it’s up to you to take control, raise your hand and say, “This is what I want. This is what I am capable of, and the evidence clearly shows I can do it.”
There was a time when gender discrimination in the workplace was overt. Now, rather than fielding insults or “handsy” bosses, women are simply overlooked, especially in sales. Stop wishing that your boss will notice you, and take the bull by the horns to accelerate your own career.
Is It Time To Make A Change?
Sometimes, it’s simply not possible to grow with your current employer. If you are a talented sales professional with a proven track record of success in the enterprise software sales sector, the recruiters at Strategic Search Solutions would like to talk to you. Since 2002, our recruiters have connected top sales talent and sales managers with leading software companies across the country. Our mission is to provide the most professional and efficient recruiting experience for all of our candidates, and we make your success our highest priority. If you’re ready climb to the next rung of the ladder, contact our recruiting team for more information about our recipe for your success today. Together, we can help you shatter the glass ceiling.