I watched a “diverse” sales team absolutely crush their numbers.
And by diverse, I don’t mean what HR puts in their PowerPoints.
Their diversity was in THINKING styles:
The analytical numbers guy who could break down any objection with data.
The emotional intelligence queen who read the room better than most people read text messages.
The relationship builder who somehow knew the prospect’s dog’s birthday.
The direct closer who wasn’t afraid to ask for the business while everyone else was still planning their approach.
And guess what? None of that would matter if they all looked identical but thought identical too.
Sales isn’t about selling business to business. It’s not even about selling to consumers.
It’s about humans selling to humans.
And humans are wonderfully, frustratingly, beautifully different from one another.
Your prospect’s brain doesn’t wear a “B2B Customer” t-shirt to work. They bring their whole messy human experience to every sales conversation.
So why would you build a team of sales clones?
I’ve seen too many sales leaders hire in their own image. Six versions of themselves sitting around a conference table agreeing with each other isn’t a team – it’s an echo chamber with better coffee.
The most powerful sales team I ever built had people I sometimes didn’t even understand. But our customers sure did.
Look at your sales team. If everyone thinks like you, you’ve built a mirror, not a team.
