Although women make up just over half of the college-educated workforce, they hold less than one third of B2B sales jobs. According to 2019 Bureau of Labor Statistics data, women are underrepresented in B2B sales in most industries, including wholesale and manufacturing (27%) and financial services (30%). Yet research shows that women salespeople often outperform men. A 2019 study by incentive solution provider Xactly reported that 86% of women achieved quota, compared to 78% of men. The B2B sales landscape has been shifting in ways that favor women in sales roles. We think the Covid-19 pandemic will lead to a step change in this trend.
