New Study to Focus on Success Factors of Women in Sales

St. Paul, Minn…A groundbreaking study of women who sell into corporate environments — targeting 10,000 participants — is being sponsored by the Center for Sales Innovation at the College of St. Catherine in cooperation with Selling to Big Companies, a woman-owned consultancy. The “Top of Her Game” study is focused on how women can be more successful in business-to-business (non-retail) sales. The Bureau of Labor Statistics (2006) indicates 27.2 percent of all sales representatives in the wholesale and manufacturing sector are female and 32.8 percent work in service and all other business sectors.

“Our corporate partners, including 3M and Wells Fargo, tell us they want to grow their sales forces to ‘mirror’ their customers,” according to Lynn Schleeter, director, Center for Sales Innovation at the college. “Statistics confirm that the number of women in buying roles has increased to more than 50 percent, which is why companies are challenged to increase the number of women in selling roles. This survey will help us show corporations where female sales reps struggle and what strategies can be employed to attract, retain and advance them to higher levels.”

The first study in a series and available online only, “Top of Her Game” will gauge sales success factors and challenges faced by women in sales. Participants are asked to rate 14 barriers to success, from lack of qualified leads to their company’s reputation in the market. They also describe the management style of their direct supervisor and rate activities that contribute to their production, such as involvement in professional organizations, company training programs and networking.

The survey data is expected from women across industries, markets and countries. Deadline for participation is August 31. To complete the study, go to www.stkate.edu/sales

Founded in 1987, Selling to Big Companies is a sales training and consulting company specializing in business-to-business complex sales. Its wide variety of training programs help sellers land more clients, generate leads and create demand for their products and services. Selling to Big Companies has worked extensively with large corporations such as 3M, General Mills, Medtronic and Hilton.

The Center for Sales Innovation at the College of St. Catherine is a national leader in sales education, offering one of the few four-year sales degree programs in the country. In addition to nine available sales courses, students receive a broad business background in accounting, finance, marketing, communication skills, leadership, strategy, and business ethics. The curriculum, combined with internships, mentoring and shadowing experiences, gives students real-world exposure, plus a strong conceptual framework for successful practices in business-to-business sales.

The nation’s largest undergraduate college for women, the College of St. Catherine offers the intimacy of a four-year liberal arts college and the opportunity to complete baccalaureate, associate and master’s degrees in a diverse variety of health-care specialties, liberal arts and professional programs. Committed to meeting the educational needs of women of all ages, St. Catherine’s offers many of its bachelor’s and master’s degree programs in both traditional and weekend formats. With beautiful campuses in St. Paul and Minneapolis, the college has a total enrollment of 5,246.

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