Getting More Diversity in Tech with Lori Richardson, CEO at ScoreMoreSales

1. Getting More Diversity in Tech
Lori Richardson
President, WOMEN Sales Pros CEO, Score More Sales

2. Agenda:
• The issue of lack of women in tech sales
• The Road to Hell
• Specific ideas for more great women
• Resources

4. Change Happens With The Right Actions
WOMEN Sales Pros
5 Company Leadership
Competencies for More
Women Sellers &
Leaders
5 Self Competencies for
Women to be Sellers &
Leaders
©

5. Change happens with the
RIGHT actions. Repeated.
Shared. Improved upon.

6. 5 Company Leadership Competencies for WISaL
WOMEN Sales Pros
Inclusive
Corporate
Environment
Retain
Recruit
Sponsor
ImproveRelate
©

7. Today we’ll talk about what
companies and leaders can do.

8. Job Postings – Clear Bias
“War words” -
Kill or crush the competition
“Sales Machine”
Competitor

9. Job Postings – Hidden Bias
Textio’s predictive engine shows
that the use of gendered language
in your job post predicts who you’re
going to hire.

10. Job Postings – Hidden Bias
A language pattern is considered
gendered if it statistically changes
the proportion of men and women
who respond to a job post
containing it.

11. Job Postings – Hidden Bias
Common phrases that exert a bias
effect that don’t show up on any
qualitative checklists include
exhaustive, enforcement, and fearless
(all masculine-tone) and transparent,
catalyst, and in touch with
(all feminine-tone).

12. Research done at the University of
Colorado’s Leeds School of Business.
“If you are a woman applying for a job, having
another woman in the final candidate pool
could significantly improve your chances by 50%,
according to a recent report.
When there is only one woman, she does not
stand a chance of being hired, but that changes
dramatically when there is more than one,” the
report’s authors wrote in the Harvard Business
Review.

13. Ideas for Aspiring Women Leaders

14. Resources:
Womensalespros.com/blog
@womensalespros