Women Are Way Better Than Men at This High Value Sales Skill

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. 

Did you know that about 80% of all sales require that salespeople make five follow-up calls? Despite this fact, about half of salespeople never bother to make a single follow-up call. Sometimes, making a connection and understanding your customer is the fastest way to sales success.

Some people struggle for many years to develop an effective suite of sales associate skills. However, these numbers show that success is often as simple as being willing to do something new.

Sometimes, the fastest road to improvement lies not in doubling down on our strengths but in looking for ways to shore up our weaknesses. Women are better than men at certain sales skills, but everyone can learn to take their sales success to the next level by cultivating these same skills.

Read on to learn about the sales skills that women excel at and how they lead to success!

The High-Value Skills That Women Shine At

In sales meetings, women tend to do more listening than men. Of course, this is a generalization and does not apply to all women and men.

However, it is clear that listening is a powerful sales skill that not everybody appreciates.

Why Sales Professionals Think They’re Listening

One reason that some salespeople struggle with listening is that they think they already are listening. This confusion is understandable because the difference between true listening and shallow listening can be subtle.

Even people who are masters of listening sometimes find it difficult to put into words what they are doing.

However, some people struggle to develop more powerful listening skills because they think they already are listening. After all, if the other person is speaking in a sales meeting, doesn’t that mean that you are listening to them? And if you are hearing the words they are speaking, isn’t that further proof that you already are listening?

Although it can be difficult to articulate, there is a subtle distinction between hearing what someone is saying and deeply listening to what they are trying to express.

Sometimes, people are following along while someone is speaking and then they think they see where the other person is going. As soon as someone thinks they already know what the other person is saying, it is easy for them to stop listening.

After all, since they already know where the conversation is going, why not spend their time thinking about the best response?

However, people often do not say what we think they are going to say. When they say something completely different, it is easy for us to realize that we had the wrong idea about what they were trying to express. But in other cases, people may express something that is different in a subtle way.

When that happens, we often charge ahead as if they had said what we thought they were going to say. Sometimes, the worst failure of listening occurs when we are certain we have understood the other person.

Why People Struggle With Listening Sales Skills

Listening in a deep way requires a lot of presence. When people are focused on their goals, it can take them out of the moment. It can lead them to generate strategy after strategy for reaching their goals.

It can seem like a paradox, but focusing less on achieving a goal can sometimes make it easier to reach it. That goes double when it comes to sales. That is because sales is all about connecting with the potential customer.

When a customer expresses something, they want to feel understood. If a salesperson acts like the potential customer actually said something other than what they said, that can create frustration. It is no wonder that this often leads to an unproductive sales meeting.

So how can we develop more presence and deep listening in sales calls?

Achieving Increased Sales With Listening

Most people are not focusing on careful listening during calls. This makes sense because we do not emphasize the power of listening as often as we should. However, there is a silver lining to this.

Because most people are not putting forth any special effort to listen in a deep way, improving listening skills can sometimes be as simple as remembering to focus on them.

Some people are skeptical that presence and listening will lead to sales success. After all, if they are not thinking about what to say next, won’t their contributions to the conversation be underdeveloped?

However, this concern can be alleviated with a simple experiment. Find a way to give yourself a recurring reminder to focus on listening in half of your upcoming sales calls.

You might set your phone to vibrate in your pocket every couple of minutes. Or you might put a visual reminder somewhere you will see over and over during your sales meetings.

After each sales meeting, give yourself a quick rating between 1 and 3 on how well you listened. By spending half of your sales calls focusing on listening and half of them focusing on your usual targets, you will get a clear demonstration of the power of listening. Once you have practiced listening during sales calls for a while, it will start to become more natural.

Understand Underappreciated Sales Associate Skills

Salespeople of all kinds tend to focus on the sales associate skills that come easiest to them. However, learning more about other sales skills can help you round out your tool belt and take your sales success to the next level. Many women succeed as salespeople because they have learned the incredible power of listening during sales meetings.

To learn more about how to increase the sales success of your team, reach out and get in touch with us here at any time!

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 Slingshotfund.org 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.