How to Increase Diversity in Sales and Inclusion in Your Sales Hiring Process

Lets set a scene about diversity sales jobs.

Your company has grown and is ready to hire more salespeople. Youve had a great seller so the natural inclination is that we want someone just like them, but this might not be true.

I need more salespeople like John!

After a year, I realized that all my salespeople looked the same and there was no diversity in race or gender.

Hiring managers are not hiring because they do not want to hire another white male.

One week later, I had my first wake-up call. “Why is the volume of candidates slowing down so much? Where are they?”

Sound familiar?

It was frustrating for all parties involved, because it takes time to turn the ship around. Its not too late though; I firmly believe that if you commit to diversity and inclusion in your organization, then change is possible.

As Director of Talent for Bowery Capital, its my responsibility to help companies with the diversity and inclusion side of hiring salespeople. Here’s how I do that:


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Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:Ā 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. šŸ˜€

5 Steps to More Diversity in Sales Culture

Step 1: Create a job description that attracts candidates rather than repels them.

When youre building a job description for your sales team, make sure that it reflects what the position needs in order to be successful. Dont just put buzzwords on there because they sound good this will cut down the number of qualified candidates applying.

Step 2: Collaborate with external groups.

When it comes to diversity sales jobs, its important for companies to be open-minded and inclusive, not just about gender but also age, ethnicity, previous experience.

Instead of hiring college athletes, partner with organizations like Hirepurpose to find veterans transitioning into the workforce. Many qualities that sales leaders love about these candidates are also engrained in veterans.

If you’re looking to bring in more women, there are communities like Women In Sales and LandIt as well as the National Association of Women Sales Professionals that work on career advancement for women. Here’s a list of some top communities.

Step 3: Work with different agencies.

In a diversity sales jobs, if you want a diverse candidate pipeline, agencies are more important than job boards.

I want to make sure I get the best candidates possible, so when agencies call me back with resumes of candidates who don’t meet my needs, I tell them that. It’s important for companies like CloserIQ and Betts Recruiting (who are focused on diversity) to understand what kind of talent you’re looking for.

Step 4: Internally, establish an unbiased screening process.

Greenhouse is one of the best Applicant Tracking Systems for employers. One reason I like Greenhouse so much is because it allows blind testing, which mitigates gender and ethnicity bias.

When it comes to diversity sales jobs, don’t just do resume screening during the hiring process, train your team on interview techniques to make sure hires are based on qualifications and not gut instinct. Article: When it comes to diversity in the workplace, many people think of race or ethnicity.

In diversity sales jobs, it’s important to create an interview scorecard for each interviewer, which is outlined in Who: The A Method for Hiring. This section of the book explains how to conduct interviews based on what you’re looking for and the skills required.

Diverse interview panels are important because they will have a more holistic approach to the candidates.

One way to have diversity sales jobs during the hiring process is by including members of your team who have diverse backgrounds. If there isnt enough diversity, consider bringing in a female board member or senior advisor for interviews.

A Sales Funnel Approach to Hiring Diverse Sales Jobs Talents

If we want to see any success in diversity sales jobs, then it’s important that we hire from many sources. If the only way you’re getting leads is through one method, then your sales will be limited and not sustainable.

The best teams are not built by cloning one person or skill. They’re made up of complementary skillsets that work together to create a cohesive unit.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:Ā 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. šŸ˜€
Editors Note:

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Justin McGill
About Author: Justin McGill
Justin McGill is the Founder of LeadFuze - a lead generation platform that discovers new leads for you automatically. Get 25 leads free.