Driving Profitable Growth With a Diverse and Inclusive Workforce

By: Gary Tubridy Chief Sales Executive Events, Sales Leadership, Sales Talent

kingmanink_alexandergroup_davisspears-250At the 2016 Chief Sales Executive Forum, Dr. Shirley Davis, president of SDS Global Enterprises; and Marvin Spears, senior director–sales force enablement at Johnson Controls, presented strategies that companies can use to grow revenue by embracing diversity within their organizations.

  • Drive Business Impact–Diverse teams can drive business impact. If you expand your network by embracing a diverse sales team and partnering with minority organizations, you can reach more prospects.
  • Embrace Shifting Demographics–The up and coming workforce is diverse. Potential employees will view companies that embrace diversity as an employer of choice. Use diversity as a strategy to win the war for talent.
  • Focus on Inclusion–Make everyone feel that they have access and a fair shot within the company. Put a diverse group of people into the company’s succession plan; don’t just “check the box.”
  • Have Accountability–Culture starts at the top. Make the business case for diversity at the C-suite. Be sure everyone is bought in and supportive, from the top of the organization on down.

The illustration below from graphic recorder Kelly Kingman illustrates this presentation in a most innovative way. Enjoy!

kingmanink_alexandergroup_davisspears-1000Don’t miss the 2017 CSE Forum Series–registration will be open soon. Reserve your spot today!


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Gary Tubridy

Gary Tubridy is a senior vice president of the Alexander Group and the general manager in charge of the firm’s management consulting business. Gary’s consulting work is focused on increasing marketing and sales effectiveness with particular emphasis in technology and medical products industries. Gary has deep expertise in diagnosing sales management issues and helping clients execute action plans to improve results. His research is focused on best practices of leading sales organizations in North America with particular emphasis on sales force transformation and the role of sales leadership. He leads the Alexander Group executive events series and hosts the Operations and Executive Forums. He is one of three founding stockholders of the Alexander Group.

Gary has been with the Alexander Group for over 35 years. Prior to that, Gary was in sales with the IBM Corporation. Gary holds a B.A. from Brown University and an MBA from the Graduate School of Business at Columbia University.