Stories from sales cultures in a Sales Bros Culture. Diversity, Inclusion & Equity in B2B Sales

1. SALES
CULTURE
WAKE UP
CALL
REAL LIFE EXPERIENCES &
COMPANY CHECKLIST

2. LET'S START WITH
THE INDIVIDUAL
OR TEAM LEADER.

3. HAVE YOU
EXPERIENCED
DEGRADING
REMARKS?
ONLY CERTAIN PEOPLE COACHED IN
PUBLIC?

4. HAVE YOU ATTENDED
AN EVENT WHERE ALL
THE SPEECH WAS
GEARED TOWARD
ONE GROUP OF
PEOPLE?

5. HAVE YOU HAD A
WIN, TURNED
AROUND AND SAW
SCOWLS?
OR WON AN AWARD, AND SAW
ANGER?

6. HAVE YOU
EXPERIENCED
LEADERS WRAPPING
UP THE MEETING,
JUST WHEN IT'S YOUR
TURN?
RAN OUT OF TIME.

7. HOW ABOUT AN
INTRO MEETING FOR
A NEW EMPLOYEE,
YOU WERE INVITED
TO, THEN SKIPPED
OVER LIKE YOU
WEREN'T IN THE
ROOM?

8. HOW ABOUT YOU
GET IN THE DOOR AT
A NEW LARGE LOGO,
BUT YOU NEED TO
HAND IT OFF TO A
PEER?
YOU'RE NOT AN SDR.

9. ARE YOU
FREQUENTLY
UNDERESTIMATED?
TOLD WHAT YOU CAN'T DO?
CAN'T WIN?

10. PROMOTIONS
LEARNING OPPORTUNITIES
EVENTS
LUNCH OR DINNER WITH LEADERS
DO YOU HAVE
ACCESS TO THE SAME
OPPORTUNITIES AS
YOUR PEERS?

11. HOW ABOUT
TERRITORY
PLANNING? DOES THE
"NEW GUY" GET THE
BEST TERRITORY?

12. HAVE YOU EVER BEEN
DESCRIBED AS
"ABRASIVE" FOR
USING A SIMILAR
PHRASE A PEER USES,
BUT THE PEER WAS
CELEBRATED FOR
BEING ASSERTIVE?

13. EVER SHARE AN IDEA,
WHERE NO ONE
RESPONDED?
THEN A PEER REWORDS THE IDEA AND
EVERYONE REJOICES IN THEIR
BRILLIANCE?
HOW ABOUT AT AN INDUSTRY EVENT?

14. EVER PLAN OUT
EVERYTHING YOU
WERE GOING TO SAY
TO MAKE SURE YOU
WOULD BE HEARD?
CONSIDERING EVERY PLAY.

15. EVER EXPERIENCED
THE HAPPY HOUR OR
LUNCH INVITE FOR
JUST SOME OF THE
TEAM?
OR YOU GET AN INVITE, BUT THEY
KNOW YOU ARE NOT AVAILABLE.

16. WHAT GETS DECIDED
AT HAPPY HOUR?
WHO WORKS ACCOUNTS?
ACCOUNT STRATEGY?
OR, DOES HAPPY HOUR TURN INTO
CAREER DEVELOPMENT TIME?

17. HAVE YOU BEEN
COMPARED TO AN
EXECUTIVES EX?
WIFE? MOTHER?
CHILDREN?

18. HAVE YOU
EXPERIENCED THE HR
"CULTURE FIT"
MEETING?

19. DID YOU SAY YES TO
ONE OR MORE OF
THESE QUESTIONS?
ARE YOU A POC?
ARE YOU A WOMAN?
WHAT PERCENTAGE OF
HUMANS LIKE YOU MAKE
UP THE TEAM?
LESS THAN 30%?

20. YOU MAY BE LIVING
THE SALES BROS
CULTURE.
I'M SORRY.
1ST TIMER? 2ND? MORE?
ARE YOU CONSIDERED A JOB HOPPER?

21. THESE ARE REAL
EXAMPLES.
WHAT WOULD YOU
DO IF THIS HAPPENED
TO YOU?

22. SALES
ORGANIZATION
CHECKLIST

23. Do you have corporate values around
diversity?
Do you have a Diversity & Inclusion part of
your HR Team?
Does your company live its values?
Is diversity celebrated in your organization?
How do you support diversity hiring
practices?
What is the make-up of your teams?
Who is the minority? Do they make up less
than 30%?
Do all hiring managers embrace diversity?
Is everyone free to share their ideas?
Does everyone share ideas?
Corporate Sales Culture Checklist

24. Are there people on your team that no
longer share ideas, who had previously
done so?
Do you practice inclusion in events?
Do you consider gender specific speech in
your presentations both internally and
externally?
Are all wins celebrated?
Has any win ever been not celebrated?
Are all team members treated equally?
Do everyone get equal time at meetings?
Equal opportunities for growth?
Do you have a level playing field?
Do you label people based on age, gender,
race, or physical appearance?

25. Do you value diversity of thought?
Do you do regular 1:1's in Teams?
How frequently do they occur?
Do you measure Happiness Score?
Does your team have the psychological
safety to come to you with concerns?
Is there a neutral party available to talk to
employees about their concerns?
How does your open door policy work?
Can your employees bring their whole
selves to work?
Do you conduct exit interviews?
There are more questions to ask. But, this is a
start. PEOPLE MATTER. People are your
biggest asset. Time your greatest resource.
And, Diversity and Inclusion impacts RESULTS.

26. THANK YOU.
IF YOU'VE GOTTEN THIS FAR, YOU LIKELY
CARE. THAT'S AWESOME!
AN OPEN MIND IS A POWERFUL THING.