XX Factor2017-05-22T17:26:30+00:00
% Of Women Physicians 34.3%
% Of Women In Congress 18.5%
% of Women On Fortune 500 Board Seats 17.9%
% of Women US Population 51.8%

Please Join Us

Don’t miss the next post from

Women In Sales – The XX Factor 

Enter Your Email Address

We respect your privacy.
No  spam, EVER!

Women have made significant progress

(Scroll over each box to see the stat.)

Medical Degrees

% Of Women Graduates for Medical Degrees
48%

Master's Degrees

% Of Women Graduates for Master's Degrees
60%

U.S. Labor Force

% Of Women Working In U.S. Labor Force
47%

Professional Jobs

% Of Women In Professional Level Jobs
52%

However, The Statistics For Female Leadership Are Far Different

Fortune 500 CEOs

% Of Women Fortune 500 CEOs
4.6%

Executive Officers

% Of Women as Executive Officers
14.6%

Top Earners

% Of Women As Top Earners
8.1%

Creative Directors

% Of Women Creative Directors In Advertising

3%
While women control 80% of consumer spending!

The Harris Consulting Group: XX FACTOR

We recognize there are distinct differences between men and women in business.

Furthermore we think these differences should be discussed and the strengths identified.

Recent Blog Posts

Where Negotiation Skills Training Often Fails

If you think your team needs “Negotiation Skills” Training, you could be making the biggest mistake EVER! First, people don’t define what they mean by “Negotiation Skills” when it comes to sales training. Here is how to better define it, and be careful of buzz words. At the end of negotiation training, we want the team to be better at ___, ____, and ____. (Hint: Cannot be “closing more deals”) Here are some examples. I have seen when it comes to negotiation training, it often means doing a better job of qualifying and discovery. The tactics in negotiations are many times the same in qualifying: How to use open/closed-ended questions, Psychological Mirroring, Emotional Labeling, earning the right to ask questions through Respect Contracts. Yes, negotiation strategies do exist, but they are often fruitless if you haven’t done more before you reach that point.

  1. Ability to walk away from the deal – If the rep, manager, C-Level will not walk away from bad deals, then negotiation skills training will be meaningless.
  2.  

  3. Discounting Hangover – Too many discounts reduce your teams’ courage to hold pricing and confidence to do so, and more importantly, it reduces their confidence in the leadership team.

This means your team thinks you (they) plays favorites, does things on a whim, and sends conflicting messages. Then when you (they) decide not to give a discount (no matter your justification) you “blame the rep”. It’s not their fault. “It’s your (Managements’).

So, before you hire “the worlds greatest negotiator” you now need to fill in the following blanks as an executive. After negotiation training I will STOP ____, _____, and _____ which f’ups my team.

Am I right? Am I wrong? #ReactToMe!

How to choose a tool for your sales stack

8 Tips for selecting any tool or service to support your organization. Applies to #sales, #marketing, #engineering, #HumanResources

The success of adoption and usability by your end users (internal or external) relies on a strong input BEFORE selecting the tool.

1. At the end of implementing _____, we expect our team to be better at ____, ____ and ____.

2. We will define success as a change in the following metrics/ kpis ____, _____, and _____.

3. We hold these truths to be self-evident.
3a. Some metrics and KPIs may increase others may decrease
3b. A decrease in quantity may could lead to an improvement in quality (which is good)
3c. We have baseline metrics from which to measure against?
3d. If we do not have baseline metrics we agree that we need 2 full sales cycles to measure reality.

4. Any failure to follow these rules will only lead to anger and frustration by those who don’t “get sales” or simply want to push for the sake of pushing. While that is a valid option, it’s not always based on reality.

We sware this is our blood oath and we bend the knee!!

#OwnIt #Sales #InsideSales #SalesTip #ColdCalling #Prospecting #MindSet

The Harris Consulting Group - Give Your Sales Team The Tools To Succeed

Let's Get Started

Some Of Our Happy Clients