Growing A Diverse Sales Team Across Countries, Cultures, and Continents | Jerry Brooner - 041
Release Date: 12/07/2021
Selling in Color
We’ve come to the end of another season of Selling in Color! In this season’s finale, Donald touches on some of the great episodes and looks forward to what’s coming next for the podcast. A look back on some great episodes: shared how she overcame her imposter syndrome. discussed the racial inequalities of sales teams in the U.K. told us how he builds diverse sales teams. shared her experience with high-ticket selling. explained how crucial it is for us to invest in ourselves. taught us great email tips and strategies. All of these folks gave their input, but what’s the main...
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We’re in The Great Reshuffle - a time where many people leave their jobs in pursuit of another. While you might want to move on to your next adventure, are you sure you’ve done everything you should before leaving? Find out on today’s episode of Selling in Color the ten things you must consider before leaving your current job. Don’t leave a job and make them regret hiring you in the first place. Who knows what life holds; you might want to rejoin that company again! When it comes to employment, don’t burn bridges. If you’re working within the same industry, the word...
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Emails are critical for successful salespeople. In today’s episode of Selling in Color, Donald goes over his favorite email tips, tricks, and best practices with all-star guest Jason Bay, co-owner of . Changing the email game Engaging in the “murder by numbers approach” of sending 1,000 emails to land five appointments impacts the customer quality. To work with a specific group of customers, show them you’re their peer. Don’t be the spam-sending stranger, be the friendly (but informative) industry peer. You’ll send less mail with this account-based approach, but the return will be...
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As we enter Black History Month, it’s important we remember ways to encourage and elevate underrepresented sellers. Only 20% of sales professionals are people of color; this month is the perfect time to acknowledge that discrepancy and take steps to a more diverse sales community. So on today’s episode of Selling in Color, Donald details three simple ways to elevate underrepresented sellers. Utilize LinkedIn to highlight someone. A previous Selling in Color guest, DeJuan Brown (), used to make weekly LinkedIn posts highlighting others in his community. Hiring managers say they don’t...
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Like many sales professionals, you probably have a ton of contacts on LinkedIn. But how do you connect and build relationships with those people? Find out on today’s episode of Selling in Color! In this episode, Donald shares his insights (and his screen) to help you nurture your LinkedIn contacts. Visit The Sales Evangelist website page for this episode to follow along on Donald’s screen.
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While Donald was talking with another person of color in sales, he was lamenting over a lack of accepted connection requests on LinkedIn. (Hey, we’ve all been there.) So on today’s episode of Selling in Color, Donald shares his tips to grab someone’s attention on LinkedIn (whether or not they’ve accepted a connection request.)
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Do you want to double your sales deals in 2022? In today’s episode of Selling in Color, Donald shares his three planning tips for the new year.
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Working in sales isn’t hard if you work with the right mindset. In today’s episode of Selling in Color, Donald is joined by International Speaker and sales expert A.J. Vassar to learn why sales and entrepreneurship are B.S. (and by that, we mean a Belief System.)
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Reaching your professional goals is easy (well, at least more accessible) if you take time to invest in your success. In today’s episode of Selling in Color, Donald is joined by speaker, consultant, and business owner Natasha Hemmingway to discuss how she reached the success she has today and how you can do it too by investing in yourself.
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In this episode of Selling in Color, we’re pulling an episode from the vault of TSE that will greatly help you further your sales game. Sales professionals all desire success, but how exactly can you bring that desire to fruition? Lisa Nichols is a transformational coach who uses education, motivation, and inspiration to help her clients achieve prosperity.
info_outlineSales is a fundamental element of businesses. Without it, companies wouldn’t generate revenue! And with hundreds of thousands of niches and topics for sales professionals, do you think it makes sense for all salespeople to look and act the same? In today’s episode of Selling in Color, Donald is joined by Jerry Brooner, President of Global Field Operations at Enable, to discuss diversity in sales and how you can take steps to a diverse team in your organization.
Finding and keeping good talent is a warzone.
- To be clear, there is no shortage of talent. But many hiring managers are just not looking in the right places or for the right type of people.
- For example, hiring managers who look only in major U.S. cities completely ignore the rest of the country (let alone the rest of the world.)
- In reality, there are intelligent and capable people no matter where you go, and they all bring different perspectives to a team.
Jerry’s strategies to recruit more diverse talent:
- First, think about what’s important for the company and the sales team. In most instances, that does mean a wider array of diversity and experiences.
- Jerry’s team goes to different states and countries, but not the major areas. So, for example, when recruiting in the UK, they checked places besides London.
Planning a diverse recruitment strategy:
- Work backward. Look at your customers, your team’s territories, and the industries those territories fall in, and look for knowledgeable people in those areas.
- Make entry-level jobs entry-level. Determine if the number of years of experience you’ve selected is essential. Most of the time, it isn’t.
- Look for accomplishments rather than years of experience.
Addressing and creating diversity in his own company:
- Jerry believes that diversity is his company’s biggest asset. But you have to put a focus on it. Focus on it in terms of country, gender, and especially race.
- Don’t look to fill a quota; look to fill roles with good people. And you simply can’t get the best people by only looking in one location.
- If you’re looking to hire entry-level BDRs, don’t just go to the same colleges. Instead, broaden your selections to find the best people at each of those institutions.
Jerry’s final word of advice? The sales profession is made better with a diverse group of people. In the long term, we’ll all be better for it. For more information or to contact Jerry, reach out to him at [email protected].
This episode is brought to you in part by Skipio.
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Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.