Growing research suggests that having a diverse sales force, which matches its customers, drives performance and profits, writes Claire Edmunds of the Association of Professional Sales (APS).
In May the APS published research from 22,000 account teams showing a significant difference in performance between teams that were diverse and those that were not. In diverse teams, sales growth was on average 10% faster and profit margins were 6% higher.*
Now we’re building on this research by asking for your opinion. We want to understand how diversity is being addressed within your organisation. Following the Brexit vote, as the UK considers wider markets outside Europe, what steps are being taken by your company to communicate its diversity strategy.
Diversity is also focusing minds at the Confederation of British Industry. The CBI has just published its own document called: The Business Case For Inclusive Workplaces.
The CBI’s message may sound familiar: “Making our workplaces more inclusive is a chance for business to deliver prosperity for the whole of the UK by improving business performance and delivering opportunity for all.”
The study says that following Brexit, productivity and opportunity are at the heart of our national debate. “This is not just about doing the nice thing – it is about making the changes that will help UK businesses and their employees succeed globally,” says the CBI.
Claire Edmunds leads the Association of Professional Sales, Diversity and Inclusion group. She is the CEO and founder of Clarify, a specialist business development company.
(*Source: The APS Diversity and Inclusion white paper was conducted by EY, the global professional services company.)