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Inclusive Innovation: The Economic Imperative for Diverse Sales Teams
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This week on Revenue Rehab, our host Brandi Starr is joined by Janice B. Gordon, Founder of Scale Your Sales.
Meet Janice B. Gordon, a trailblazer in customer growth and sales innovation with over 20 years of experience. Named one of LinkedIn Sales’ 15 Innovating Sales Influencers, Janice bridges the gap between people and processes to fuel revenue growth. As the founder of the Scale Your Sales Framework and host of the "Scale Your Sales Podcast," she's a vocal advocate for diversity within sales teams.
In this episode of Revenue Rehab, Brandi and Janice delve into the transformative impact of having diverse voices in leadership. They explore why traditional recruitment methods fall short and how to effectively engage a diverse customer base by building inclusive sales teams. Listen in for insightful strategies on fostering diversity, the economic imperative behind it, and actionable steps for creating high-performing, diverse teams.
Bullet Points of Key Topics + Chapter Markers:
Topic #1: The Economic Imperative for Diversity [08:14]
"It's crucial to shift from a moral standpoint to an economic one. Diverse teams are 33% more likely to outperform. This isn't just about doing the right thing—it's about enhancing productivity and profitability," asserts Janice B. Gordon.
Topic #2: Traditional Recruitment Pitfalls [15:22]
"Traditional recruitment methods are not serving us anymore. We need to reach a wider community early on to truly increase diversity in our recruitment pools. It's about creating opportunities, not just checking boxes," emphasizes Janice B. Gordon.
Topic #3: The Importance of Diverse Leadership [29:08]
"To drive real change, we must start by assessing the diversity of our senior management and board. This promotes awareness and gentle agitation for change," Janice B. Gordon says. "It's about understanding where we are and what steps we need to take to improve."
These key topics explore Janice B. Gordon's insights on the economic benefits of diversity, the necessity of revamping traditional recruitment methods, and the importance of diverse leadership in driving significant organizational change.
What’s One Thing You Can Do Today?
Janice’s 'One Thing' is for leaders to conduct an introspective evaluation of their organization's senior leadership and board diversity. “Take a close look at who is on your senior management team and board. Assess the level of diversity within these groups, and acknowledge any gaps that exist. This awareness is the first step in agitating for change, and it will set the groundwork for creating a more inclusive and representative environment at the highest levels of your company.”
By starting with this evaluation, you pave the way for fostering diversity that naturally trickles down through the organization, setting a precedent for an inclusive company culture.
Buzzword Banishment Janice’s Buzzword to Banish is ‘hunter’ and ‘target’. Janice wants to banish these terms because she feels, "they are militaristic and disrespectful to customers, framing the relationship as adversarial rather than collaborative." She advocates for using more respectful language that recognizes the value and humanity of the customers.
Links:
Instagram: https://www.instagram.com/janicebgordon/
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