Help Me Choose
Jordan Benjamin

By: Jordan Benjamin on September 2nd, 2021

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Breaking Barriers for Women in Sales with Lori Richardson


Episode Summary

Today's guest on the Peak Performance Selling Podcast is Lori Richardson, Virtual Sales Kickoff Speaker, Author, and B2B Sales and Revenue Growth Strategist at Score More Sales. Getting more women into sales to increase true diversity provides companies incredible advantages. Inclusivity in the workplace is not simply ticking diversity boxes in the hiring process. Diversity is about creating a community of inclusion. For sales leaders, if you can measure it, you can manage it. This mindset, along with practices like spending up to 50% of their time on coaching, is what creates an outstanding sales leader. In addition to this, Lori shares her experiences as a sales strategist and the way she gets organizations to adopt change through leader buy-in. She shares that motivation and inspiration are different things and that, as a consultant, she doesn't tell sales leaders what to do and instead inspires them into action.

Episode Notes


03:00 Lori transitions from being a teacher to a sales professional

08:35 Outstanding sales teams use data and common terminologies 

13:03 Top sales managers' core competencies

17:31 On learning skills: Get out of the comfort zone and grow

21:15 Motivation versus inspiration

23:40 Inclusivity in the workplace also reflects back on who your buyers are

27:18 Getting sales leader buy-in, goal setting, and life hacks

33:55 The She Sells Summit on November 3, 2021

36:41 An athlete's mindset brings resilience to sales  

41:15 Awesome managers versus awful managers

43:28 Do you love winning or hate losing? What does success mean to you?


11:40 "Getting data and having common terminology and a level playing field is something that I would encourage everyone to do on their sales team because your idea of coaching, just like my idea of selling, you know those are action-packed words."

15:57 "Desire is one of the top things, so you have to be willing to be the leader to manage no matter what and be committed to it and to take responsibility. And so, you set an example for your reps, so then they take responsibility."

24:32 "It's inclusive in so many ways. It's age now. It's ability-wise. There's so many different ways we can add powerful members to our team who have different backgrounds than we do and make it a better team."

37:46 "What top athletes and top sellers have in common is the mindset piece, the idea that if you had a game on Friday night and you lost, you can't come in to Saturday's game thinking you're going to lose again."

42:47 "It's really important that you know what type of a leader you are and if it is just for the job and to help someone do that, then do that really, really well. But learn what servant leadership is so that it's not all about you. It's about them."

You can learn more and follow Lori on the following links below.

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About Jordan Benjamin

Jordan is the founder of My Core OS. After spending years in sales, working with sellers and studying peak performance he found an opportunity to help sellers level up to not only build peak performance at work, but to also create harmony between work and life so you can sustain performance over the long term.