07/23/2024 | Press release | Distributed by Public on 07/23/2024 09:06
San Jose, CA, July 23, 2024 - Xactly, a global leader in intelligent revenue solutions, today announced new research shedding light on the significant challenges and disparities faced by women in the sales profession. The findings, in conjunction with the Stephen Stagner Sales Excellence Institute at the University of Houston and professors from Fowler College of Business at San Diego State University, underscore the need for greater inclusivity and support for women in advancing their sales careers. The research uncovered that women are significantly underrepresented in the sales industry, constituting only 34% of the sales force and a mere 29% of sales managers.
The report is a comprehensive analysis of data from Xactly's extensive database, covering 89 companies and 37,198 salespeople across eight industries from 2020 to 2023, highlighting both pay and representation disparities that persist in the sales field based on location, industry, experience level, and available opportunities.
"Our research emphasizes the industry's need for systemic change to address the disparities facing women in sales," said Arnab Mishra, CEO of Xactly. "Companies can, and should, foster a more equitable and productive sales environment by recognizing and addressing these issues. At Xactly, we regularly conduct pay equity audits to identify and rectify any disparities in compensation based on gender. These audits are crucial in ensuring that our employees are compensated fairly for their skills, experience, and contributions."
Key findings from the research include:
"There are a couple of reasons why people argue the pay gap doesn't exist - for example, women not performing well or women more likely to leave jobs for things such as family or child care obligations," said Mike Ahearne, Professor, and C.T. Bauer Chair in Marketing at the C.T. Bauer College of Business, University of Houston. "However, the data tells us otherwise: women not only outperform men but are more loyal. If firms looked at pay based on performance, women would be paid more."
To read the full research findings, read the first State of Women in the Sales Industry blog here, and stay tuned for more to come in the series. For more information about Xactly, please visit https://www.xactlycorp.com/company/contact-us.
*These are adjusted numbers, comparing male and female salespeople in the same time period, living in the same state, holding equal job titles, with equal experience, and working in the same industry (see methodological details down below).
Methodology:
The report is a comprehensive analysis of data from Xactly's extensive database, covering 89 companies and 37,198 salespeople across eight industries from 2020 to 2023, highlighting both pay and representation disparities that persist in the field.
To compute adjusted pay gaps, the analysis compares male and female salespeople in the same time period, living in the same state, holding equal job titles, with equal experience, and working in the same industry. Taking these factors into account helps isolate the effect of gender bias or discrimination. Not considering these important factors results in an unadjusted pay gap, which captures overall pay disparities without considering the underlying reasons. For example, unadjusted pay gaps can result from factors such as women populating lower-paying job titles in sales organizations as a result of promotion opportunities. Variable pay is defined as performance-based pay (bonuses, commission, etc.).
About the Stephen Stagner Sales Excellence Institute at the University of Houston:
The Stephen Stagner Sales Excellence Institute at the University of Houston is dedicated to advancing the field of sales through research, education, and partnerships with leading organizations. Our mission is to develop the next generation of sales leaders and drive excellence in sales practices.
About Xactly:
Xactly provides the only AI-powered platform that combines revenue intelligence and sales performance management so organizations can unlock their full revenue potential. Backed by two decades of pay and performance data, Xactly's Intelligent Revenue Platform is designed for finance, revenue, compensation, and sales leaders who want to drive quality, sustainable revenue. To learn more about Xactly and the latest issues and trends in revenue intelligence, visit us at XactlyCorp.com, follow our blog, and connect with us on LinkedIn.