Who is Better at Sales? Men or Women?
Everyone knows the importance of sales and marketing for a company. In fact, it is the lifeblood
of any company. Relationship building, networking, sense of commitment, enthusiasm are
some of the basic qualities of a salesperson. Though every sales team consists of both males
and females still who among them is better at sales is a commonly asked question. The two
genders have their own qualities & drawbacks and without discussing them it will not be wise
to reach any conclusion.
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Who is Better Listener?
When it comes to listening, several studies suggest that women “listen” less than men.
Additionally, they interrupt their customers more than men. Woman sales professionals talk
too much about any product or services. Rather than persuasive, she exhibits an aggressive
selling behavioral pattern which sometimes not work in favor of the company. Men, on the
other hand, are willing to listen to feedback from customers and provide a practical solution to
meet their expectations.
Dr.Anne Moir and Dr.David Jessel, the pioneers in the field of gender brain science in their book
BrainSex, commented "In most of the key senses, he hears and feels less. He is more single-
minded because his brain is more compartmentalized. He does not notice distractions. By
contrast the bias of the adult male brain expresses itself in high motivation, competition, single-
mindedness, risk-taking, aggression, preoccupation with dominance, hierarchy, and the politics
of power, the constant measurement and comparison of success itself ." Today one can find
various data that paints men as better listeners than women.
Who is More Flexible?
Flexibility matters a lot for a salesperson. Being a dynamic job profile it often demands working
at odd hours and even attending clients and customers call. Men are willing to see themselves
ahead of their peers and are adaptive to change. Timing problem may seem annoying for them
but not impossible. However, women workforce are hesitant and not that interested in
entertaining any call after a fixed working schedule. As they have to also adhere to social bonds
and maintain cohesion with the family and friends, so any meeting on weekends or call during
can disrupt their personal life.
Who is More Resourceful?
When it comes to networking and resourcefulness, Men often do score high when compared to
their counterparts. Any smart salesman starts building contacts with all sorts of people he
comes across. This sort of resourcefulness helps them in turning challenges into advantages.
Though women are smart in building contacts but maintaining the same for long seems difficult
to them. In research conducted by Buttner and Moore "Both women and men can be excellent
networkers, however, men usually have larger networks, that are stronger, with more depth and
strength. Women’s networks are often smaller, and have less density." Men not only take
advantage of their contacts but with time nurtures them and build a strong network within the
dynamic marketing world. This, not only benefits them in a long run but also helps in placing
their product or services at the right place and in right time.
Who is Better Negotiator?
Negotiation is the main trait of a salesperson. It is key to success. It is a way to exchange ideas
and arrive at a settlement benefiting both parties. Females are more assertive and become
oversensitive, cautious while persuading customers which is not desirable in sales. Numerous
pieces of research over the years have highlighted the fact that men outperform women while
negotiating. Business savvy men negotiate on rational grounds, while woman salesperson
brings relational aspect into a negotiation. Men while negotiating keep the focus on customer
needs and make them realize that their futures are tied together.
On a whole, we can say that men with a lot more access to information try to take competitive
advantage in sales and marketing. They are people-oriented and do all to take an edge over
competitors in the ever-changing business scenario.
