Are diverse sales organizations more effective?
The short answer is a resounding “yes.”
The longer answer can be found in the new Forrester Consulting study commissioned by LinkedIn: “Diversity Drives Sales Success: The Link Between Successful Sales Teams and Diversity, Equity and Inclusion.”
Firms with leading DEI practices stand out in the following ways:
Higher sales forecasts:
Sales organizations leading the way in diversity say their team’s revenue is expected to increase 9% between 2020 and 2021. Lagging sales teams expect just a 6% increase.
Higher sales attainment:
Sales teams with leading DEI practices have reached 43% sales attainment so far in 2021. Meanwhile, lagging DEI teams have reached just 31%.
Higher conversion rates:
Sales teams with leading DEI practices boast an average lead-to-opportunity conversion rate of 54%. Lagging DEI sales teams have a conversion rate of just 26%.
Higher customer satisfaction:
Finally, sales organizations with leading DEI practices say their customer satisfaction scores have increased 24%. At the same time, lagging sales organizations reported an increase of just 17%.
Examine your own sales organization's commitment to DEI with this interactive diversity assessment tool.
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Discover why making your sales organization more diverse is more than just the right thing to do. It’s the right thing to do for your business.