A few weeks ago we posted a blog: 6 traps successful women avoid in b2b sales. The 6 traps we identified were:
- Copying male salespeople versus leveraging your unique differences.
- Questioning that you belong.
- Seeking praise from others to define your success.
- Waiting for the stars to align perfectly before you act.
- Making statements that sound like questions.
- Taking it personally.
We thought about this blog the other day when we came upon a new book by two journalists – Katty Kay and Claire Shipman – The Confidence Code. The authors share that a confidence gap exists between men and women that contribute to success. While not focusing on Sales, we think the points raised are important for woman in Sales – so we’re adding them to our list.
Three of the confidence gaps already were listed under traps in our blog:
- Women don’t speak up and when we do, we often raise the tone of our voice – so it sounds like we’re asking questions rather than making statements.
- Women believe failure is failure – however today, failing means that you’re willing to try, you’re “in the game” and that you’ve learned a lot.
- Women hold on to criticism – rather than jettisoning it and moving on.
Two other confidence were not on our traps list and, upon reflection, probably should be. They are:
7. Women think things through too much – when done to excess it can inhibit confidence and stop women from taking action.
8. Women never leave their comfort zone – risk-taking is critical for success, but sometimes women seek to be too perfect.
Although The Confidence Code has a bit of a different focus – the same issues shine through. Women selling into b2b accounts must be their own biggest advocates – not lay barriers for their own success.
