Sales are much different than other departments in a large corporation. You must make sales and if someone is not pulling their weight you need to dump them and replace them with a seasoned sales person who WILL make lots of sales. There is no room for political correctness. Just because a salesperson is a certain gender, nationality, religion, sexual preference, color or creed should not make any difference, all that counts are sales; lots of sales. Provided of course they are not over promising what the company can deliver.
All too often sales forces these days look like the United Nations, one black person, one Hispanic person, three females, one American Indian, two Asians and one token gay guy. It is a bunch of silly hypocrisy. Look they could all be gay guys if they get the job done. It should not matter. What matters is good solid sales. Some big ones and many of the bread and butter sales that your company relies on, without that nothing happens and your company falters to the strength of the other market place competitors. Sales is therefore no place for the weak, tree-huggers or faint of heart.
Is this to say that quotas of minorities are stupid ideas? YES! Get the best sales force, make sure they perform, follow-up, have knowledge of the company's products and services. If not CAN THEM, there is no room for dead weight; everyone must pull the numbers. If you have weakness in your ranks you will build upon it, if you have the strongest players you will build strength in your Sales Department to make it happen day in and day out. Consider all this in 2006.