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July 26, 2021
2 min read + 15 min watch
Welcome back to The Weekly Pitch! Our newsletter covers the stories and insights that matter most to the sales community.
Today's issue is unique. We're skipping a Feature Story this week to focus on the Leaderboard in our first-ever video format. We had the privilege of interviewing Gia DeRose, Hootsuite's new Senior Director of Sales Productivity.
Let's open with our chart of the week.
Research from CEB (now part of Gartner) shows that women make up less than half of all entry-level sales positions globally.
Only three in ten frontline sales managers are women. Even worse, only one in five women rise to the upper mid-management to executive ranks.
Meet the sales leader with the most incredible title in the world. Gia DeRose is the Senior Director of Sales Productivity at Hootsuite and leads two critical teams – sales development and sales enablement.
And she's doing a lot of hiring, so listen in to see which exciting roles she's looking to fill.
We also talked about her rise up the leadership ranks and how women and men both play a role in encouraging better representation across the sales organization.
We marked a few of our favorite quotes.
"Top performers want to up-level everyone around them."
"If women don't meet 80% of the criteria on a job description, they won't even apply. For men, it's only 30%."
"Be an ally and don't be afraid to give a +1 publicly."
"This allows you to (work and) move at the speed of light."
"Friction is ok and should be celebrated."
Here's a table of contents with all the highlights:
1:07-1:55: How great sales organizations are like winning basketball teams.
2:19-2:55: What goes into leading a "sales productivity" function?
3:45-5:23: Gia's rise from individual contributor to leadership.
5:48-7:08: The biggest challenge in SaaS and tech sales and the secret to overcoming it.
8:07-11:16: How can we get more women into sales and sales leadership?
12:03-12:52: Gia is hiring for leadership, strategic, and individual roles!
13:15-14:22: Gia makes several book and podcast recommendations.
14:55-15:08: How to follow and reach out to Gia.
Before we go, here are a few resources to check out:
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Start your week with the stories and insights that matter most to the sales community.