1
00:00:03,663 --> 00:00:04,820
Hey John,

2
00:00:05,304 --> 00:00:07,330
sales are looking good
for both our teams.

3
00:00:07,690 --> 00:00:11,169
Jerry's been a real go-getter and
a positive impact on the whole team.

4
00:00:11,235 --> 00:00:13,725
I also see that Kathy's
numbers are up there, too.

5
00:00:14,031 --> 00:00:16,381
But, I hear she can be
a real bitch sometimes.

6
00:00:16,483 --> 00:00:17,537
Oh...

7
00:00:18,047 --> 00:00:20,006
I can't believe he said that about her.

8
00:00:20,252 --> 00:00:22,284
I've seen Kathy and Jerry in action...

9
00:00:22,638 --> 00:00:24,956
they both close
deals in very similar ways -

10
00:00:25,200 --> 00:00:26,706
the way salespeople should...

11
00:00:26,820 --> 00:00:30,014
yet, he's describing her
behavior very differently.

12
00:00:30,117 --> 00:00:31,718
That's just not right...

13
00:00:32,096 --> 00:00:33,874
they're both excellent salespeople.

14
00:00:35,446 --> 00:00:38,969
Sometimes, the very same characteristic
can be viewed very differently

15
00:00:38,996 --> 00:00:40,816
depending on an individual's gender,

16
00:00:40,884 --> 00:00:43,371
which is a sign of unconscious bias.

17
00:00:43,675 --> 00:00:48,232
Here, the male salesperson is a go-getter
and the female has been called the b-word.

18
00:00:48,639 --> 00:00:51,346
When reviewing an employee's
performance, it is imperative

19
00:00:51,358 --> 00:00:55,202
to not let unconscious bias
influence the evaluation.

20
00:00:55,512 --> 00:01:00,237
Being assertive is a characteristic of
any good salesperson, male or female.

21
00:01:00,578 --> 00:01:03,094
Bill, you're so off-base about Kathy.

22
00:01:03,141 --> 00:01:05,356
Just like Jerry, she goes after the sale!

23
00:01:05,451 --> 00:01:08,740
And her rapport with the team
and customers is excellent.

24
00:01:08,906 --> 00:01:12,502
Actually, the other salespeople on our
team could learn a lot from both of them.

25
00:01:12,572 --> 00:01:16,841
The fact is, Kathy and Jerry know
how to step up and close deals.