Sales Diversity: Boost Sales with Inclusion

Written by Kira Grieve

Kira is a Senior Campaign Manager at The Selling Factory. Over the last year and a half, she has used her education (Double Gator from UF) and experiences from traveling to coach and encourage over 100 college/UF students on sales outreach, sales tactics and personal goals. 

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Sales is an essential part of any successful business. It is the backbone of revenue generation. It is also more than just pitching a product or service to customers but understanding their needs and communicating with them effectively. This is where sales diversity can prove immensely valuable. Sales diversity ensures that businesses are able to connect with a wider range of customers, providing tailored solutions that meet their specific wishes. In this blog, we will be taking a look at the advantages of sales diversity and how it can benefit businesses.

What is sales diversity?

The concept of sales diversity emphasizes the need to assemble a sales team with various backgrounds, races, genders, ages, and experiences in order to better relate to the diverse individuals that the business serves. This is intended to create an inclusive environment where any customer feels comfortable and understood, and thus more likely to engage with the business.

The value of sales diversity

Sales diversity has become a critical component of modern business strategies. It involves hiring sales professionals from diverse backgrounds, experiences, cultures, and genders to build a well-rounded team. The benefits of sales diversity go far beyond meeting diversity quotas and creating a welcoming workplace environment. A diverse sales team offers unique perspectives and innovative solutions, increasing creativity and problem-solving capabilities. Furthermore, it helps businesses to better connect with their diverse customer base, fostering trust and increasing brand loyalty. 

Broader perspective

People from different backgrounds bring different experiences, ideas, and perspectives to the table. This increases an individual’s emotional intelligence and allows businesses to identify potential opportunities and challenges that may otherwise have been overlooked. Additionally, a diverse sales team helps businesses to better understand their customers’ needs and preferences. Ultimately, having a diversity of perspectives can add immense value to any business. 

Better communication 

A diverse sales team can be more effective in communicating with customers as they can understand and relate to them better. For instance, a sales team with representatives from different language backgrounds can converse with customers who speak different languages, leading to higher satisfaction from customers.

Increased innovation 

Research confirms that representation from different backgrounds and experiences can generate new and innovative ideas that can help businesses stay ahead of the competition and be more financially successful. This is due to the unique perspective each individual brings to the table, allowing for collaboration and problem solving that could not be done otherwise. 

Increased customer satisfaction 

Understanding and valuing customers is key to providing them with excellent service, which in turn can lead to increased customer loyalty and repeat business. A diverse sales team can help businesses gain a better understanding of their customers and provide them with solutions that best meet their needs. This can result in a more positive customer experience and create a lasting relationship between the customer and the business.

Increased employee satisfaction 

Sales teams overwhelmingly want sales diversity. Beyond the desire for more diverse teams, a diverse workforce leads to increased employee satisfaction. When everyone feels welcome and valued, it results in employees who are more engaged and willing to work together, leading to improved productivity and better team morale. A welcoming and more positive work culture are the end result of this kind of atmosphere.  

How to build a diverse sales team

Building a diverse sales team requires intentional effort and a commitment to inclusion. Here are some steps businesses can take to build a diverse sales team.

Establish a culture of inclusion

The first step in building a diverse sales team is to establish a culture of inclusion. This means creating an environment where everyone feels valued and respected regardless of their background, race, gender, or experience.

Set diversity goals 

Businesses should set diversity goals for their sales team and track their progress regularly. This can help to ensure that they are making progress towards building a more diverse and inclusive team.

Recruit from diverse sources 

When recruiting for sales positions, businesses should consider diverse sources. Focus on job boards that cater to specific groups, attending job fairs, and partnering with diversity-focused organizations.

Provide diversity training

To help them understand the importance of diversity and inclusion provide diversity training for their sales team. This can help them to better communicate with diverse customers and colleagues.

Celebrate diversity

Finally, businesses should celebrate diversity within their sales team. Recognize and celebrate different cultural holidays. Encourage employees to share their unique experiences and perspectives. And, highlight the contributions of diverse team members.


The relevance of sales diversity in today’s global economic landscape is undeniable. An emphasis on sales diversity on your sales teams can result in significant benefits. You will strengthen customer and employee satisfaction, creativity, and the bottom line. Accordingly, businesses today must take proactive steps to recognize and integrate diversity into its core operations.

Victoria Zamitalo

Campaign Manager

Victoria received a BA in History and Economics from the University of Florida in May 2023. She is a driven sales professional with over 5 years combined experience in customer service, consumer relations and outbound sales, and is deeply passionate about fostering close relationships between consumers and sellers. She aims to train the next generation of sales professionals in not only the tricks of the trade, but also interpersonal skills that make sales the exciting and ever-changing industry that it is.

Mia Semel

Campaign Manager

Before graduating with a B.A. in Sustainability Studies, Mia took on multiple roles while interning at The Selling Factory, including sales development, recruiting, and leading campaigns. She is an active listener and effective communicator, specializing in fostering genuine connections and finding common ground among differing perspectives. She aims to find practical, creative solutions regarding sustainable development, biodiversity and the climate crisis.

Kira Grieve

Senior Campaign Manager

Kira graduated from the University of Florida and received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hopes to visit all of the National Parks one day!

Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.

Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.

Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.

Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.

Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.

Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!

Josiah Blakemore

Growth Manager

Josiah has over 10 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!

Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. She enjoys refining her taste in music and visual art, engaging in mindfulness and meditative practices, and frolicking outside with her sidekick pup.

Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.

Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.