How Bias in Sales Hiring Hurts Your Revenue

You're biased. And so am I

You're biased. It's only human. It's a matter of survival. And I'm biased. Everyone is biased.

But the problem is that this bias has a big impact on your organisation's results. I can send you tons of research, but in the case of gender bias, during recruitment, recruiters don't say "I don't want to recruit women", they say "She's good, but she's missing X, Y, Z". Once again, whether in recruitment or sales or any other area of life, we make decisions emotionally and then rationalise them.

So what? What's the impact?

So what can we say? OK, fewer women in the team if you allow yourself to go off on a slightly extreme tangent for a short while. The problem is that this lowers the IQ of your teams. It has an impact on team communication. This has been proven. See the video below (in French sorry!). And that reduces your organisation's sales results.

How to avoid these?

One key thing: set up recruitment processes that remove any bias when recruiting salespeople by fronting your recruitment with assessment solutions based purely on sales skills. If these issues are important, let me know and I'll be happy to discuss them. You can also download examples of assessments here.