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The similarities and differences between the men and women in the world

Frankly, they may not even know the real answer because most successful salespeople are simply doing what comes naturally. With this in mind, study participants were asked to select from three different statements that described different sales strengths.

Even though this was the most popularanswer choice, the overall annual quota achievementfor this group was the lowest of the three categories. Men averaged 96 percent of their quota and women 84 percent, and this may be because the salespeoplein this group are more amiable and less driven to win deals.

Men in thiscategory averaged percent of their annual quota and women percent. This group had the highest quota average at percent for men and percent for women.

Because these presentations have been based upon marketing propaganda, one of your primary objectives is to delineate fact from fiction. Therefore, you are skeptical. You also have met your share of truly obnoxious salespeople who were pushy, arrogant, or just plain incompetent.

Some salespeople lied straight to your face and broke their promises. As a result, you initially treat every salesperson you meet with extreme wariness. But what is the truth? Are salespeople prone to sugarcoating the truth or telling outright lies? And, does one gender stretch the truth more than the other? Study participants were asked to select the statement they agreed with most in regard to truthfulness.

Some salespeople have told me they superstitiously wear their lucky tie to important meetings, while others have said they won a key deal because of a fortunate development during the sales cycle or fluke encounter with a key decision maker that profoundly influenced their winning. So, should a salesperson rely on luck?

Conversely, 66 percent of men and 72 percent of women thought it was very untrue or untrue or were neutral non-believers. You can think of the range of answers in terms of how respondents feel they are in complete control of their destiny and to the extent they believe their skills are solely responsible for their success.

Very untrue, untrue, and neutral respondents were more comfortable saying they were in control and reluctant to acknowledge the impact of luck. Sales is a profession that is based upon competition. So, it is only natural that almost all salespeople will tell you they are competitive by nature. But the research indicates there are different levels ofcompetitiveness, and this is influenced by whether or not you are a male.

In an effort to find the truth about competitiveness, study participants were asked if they agreed with this thought-provoking statement: This statement frames winning not from a standpoint of loving to win but from the point of view of hating to lose.

The results generally indicate men are more competitive by nature.

  1. This was true for those who went through hormone therapy and those who did not.
  2. It is my position that men and women are equal but different. Sensitivity There is evidence to suggest that a great deal of the sensitivity that exists within men and women has a physiological basis.
  3. Males are more likely to die from an accident than females As mentioned…men are more likely to take risks and overestimate their ability. Conversely, with medium-size deals, the purchase decision is typically made by a small number of decision makers, most likely at a lower level of the organization, with decision approval from mid-level management.
  4. For women, solving a problem can profoundly impact whether they feel closer and less alone or whether they feel distant and less connected.
  5. A male may work through a problem repeatedly, talking about the same thing over and over, rather than trying to address the the problem all at once.

Conversely, 75 percent of women compared to 58 percent of men disagreed with or were neutral on this statement. The data generally suggests women do not have the same level of competitivenessas men. Of the sales professionals who achieved over percent of their annual quota last year, 29 percent selected history as their favorite school subject, 23 percent selected science, 23 percent selected math, 13 percent selected physical education, 9 percent selected language or composition, and only 3 percent selected art.

However, this tells only part of the story. A distinct difference becomes apparent when favorite school subject is analyzed by gender. The favorite subject of women was language or composition with 32 percent selecting it, while only 8 percent of men did. Twenty-eight percent of men ranked history as their favorite subject, which was nearly double the proportion of women, at 15 percent. History is associated with the rise and fall ofcountries, iconic military battles, and important people who shaped their time.

Language and composition classes focus on the skills of reading and writing, which may be developed through reading classic books or writing essays. In one sense, both subject areas revolve around storytelling.

Therefore, it should not be surprising these are the top two subjects selected because salespeople are natural-born storytellers. While men and women selected math and science subject areas in similar patterns, men preferred physicaleducation by nearly three to one, and women preferred art by a factor of two.

Study participants were asked to select three words from a list of seventeen that they felt best described them. The second answer was quite different.

Similarities & Differences Between Men & Women in Sales

The answer is between 30 and seconds, according to my research. During this time, the most important element of communication is your nonverbal physical presence. The answer obviously differs for men and women as shown below. Learning you are the loser in the eleventh hour of a deal is a frustrating, humbling, and embarrassing event. Many salespeople do not take the time to figure out why they lost a deal or longtime client. To gauge why salespeople think they lose business, study participants were asked to select from five different possible reasons.

Two of the answers were predicated on the salesperson personally accepting responsibility: The other three answers placed the blame for losing elsewhere. Rather, their tendency is to buy from the salesperson they believe is the better person. So, while one salesperson may have a slightly better product and be more proficient in explaining its features and functionality, in the end the customer may buy from the person who has the personal attributes the customer most admires.

Study participants were asked to select two qualities they thought customers admired the most about them. The results were nearly identical for men and women. Think about it for a moment: When you send a customer an e-mail or make a cold call, you are creating an unexpected stimulus that requires him or her to respond. Great salespeople have an innate talent to build such relationships by creating rapport so that the customer feels at ease and enjoys their company.

But the study results indicate that the type of relationship salespeople will develop with customers is influenced by their gender.

50 REAL Differences Between Men & Women

Women develop more intimate relationships and bond with their clients. For example, the nature of large deals is that there are great personal rewards for the salesperson who wins the deal. The second characteristic is the complex nature of the large deals. The decision is made over a period of time through a process that involves multiple groups of evaluators and senior level approvers that is typically measured in months. Therefore, it is riskier to pursue large deals. Conversely, with medium-size deals, the purchase decision is typically made by a small number of decision makers, most likely at a lower level of the organization, with decision approval from mid-level management.

They usually occur the similarities and differences between the men and women in the world a shorter period of time and involve less risk. Overall, 57 percent of men and 58 percent of women indicated that it was true or very true that they would rather pursue a medium size deal that has a higher probability of closing than chase a much larger deal with a lower chance of closing.

However, when the results are analyzed by category of response, we see that men and women may have deal-pursuit-risk-aversion tendencies. Sales leaders have to decide upon the strategy they will implement to meet their revenue targets, how they will manage their organization daily, and whom they will hire next.

Salespeople have to make continuous decisions about which accounts they will pursue and what they will say next to win over the prospective customer.

Sales requires the artful combination of structure and free thinking, process and people, and logic and instinct. Study participants were surveyed to understand the impact of logic and instinct on decision making. They were asked if they base important decisions that impact their life more on logic or instinct. As shown below, the results show virtually no difference between men and women. One aspect of personality is whether someone is more likely to be a happy-go-lucky person, a planner who is fixated on the here and now, or someone who dreams about the future.

That dream may be about fulfilling a fantasy that has been fostered since childhood or obtaining the financial peace of mind for retirement. To classify personas, study participants were askedwhich of three distinct depictions best described them. They store patterns of individual and company behavior and link them to the sales process. From this base of intuitive knowledge they are able to create and execute account strategies. Their intuition also enables them to speak the right words at the right time to persuade customers to buy based upon their experiences with different types of people and past sales cycles.

Men and women exhibited similar tendencies in how they handled failure. I found that their answers fell into four categories. I wanted to use this opportunity to quantify the different career motivations in general and specifically for men and women. The biggest difference is that for one out of three women compared to one out of five men, a career in sales came about through happenstance.

Usually, they gain their experience through the school of hard knocks. Unfortunately, this takes time. But if they emulate a successful practitioner, this timeframe can be shortened and the predictability of results can be improved. However, in a typical sales organization, role modeling occurs very informally and irregularly. What percentage of salesmen and saleswomen had sales mentors? The study results indicate that 54 percent of men and 59 percent of women had a significant sales mentor intheir life whom they wanted to emulate or impress.

Conversely, 27 percent of men and 28 percent of women did not. While results for men and women were very similar, the impact of having a mentor is quite different. Women who had a sales mentor outperformed their counterparts who did not have mentors across the board. The results show that more men made their quota than women. Fifty-three percent of men reported making their annual quota last year compared to 43 percent of women.

  1. The bed nucleus of the striate terminals where the amygdala begins its descent into the hypothalamus holds a neurotransmitter that's twice the size in males than females What's interesting is that when transexuals were studied post-mortem, the size of their neurotransmitter coincided with the gender they identified with.
  2. The challenge facing men and women is to become aware of their identities, to accept their differences, and to live their lives fully and as skillfully as possible.
  3. Increasing or high levels of testosterone can produce an emotional insensitivity, empathic block and increased indifference to the distress others.
  4. But from time to time, and more often for most of us, it is important to be our self and to be accepted, and not to be the source of distress and disappointment in the lives of people we love. But aggression isn't necessarily bad.

Twenty-four percent of both men and women were over percent of quota, while 29 percent of men and 19 percent of women were between and percent of quota. At the low end of performance, one out of four men and one out of three women were under 80 percent of quota. In other words, was last year a year in which they felt they successfully moved their career forward to the next level? Overall, men reported an average rating of 6. However, when the rating is broken down by number, two interesting differences between men and women are revealed.

The first one is 25 percent of women ranked their previous year career advancement rating at four or below compared to 17 percent of men.

The second difference is at the nine rating.