WEBVTT

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Hey John,

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sales are looking good
for both our teams.

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Jerry's been a real go-getter and
a positive impact on the whole team.

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I also see that Kathy's
numbers are up there, too.

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But, I hear she can be
a real bitch sometimes.

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Oh...

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I can't believe he said that about her.

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I've seen Kathy and Jerry in action...

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they both close
deals in very similar ways -

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the way salespeople should...

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yet, he's describing her
behavior very differently.

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That's just not right...

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they're both excellent salespeople.

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Sometimes, the very same characteristic
can be viewed very differently

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depending on an individual's gender,

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which is a sign of unconscious bias.

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Here, the male salesperson is a go-getter
and the female has been called the b-word.

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When reviewing an employee's
performance, it is imperative

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to not let unconscious bias
influence the evaluation.

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Being assertive is a characteristic of
any good salesperson, male or female.

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Bill, you're so off-base about Kathy.

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Just like Jerry, she goes after the sale!

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And her rapport with the team
and customers is excellent.

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Actually, the other salespeople on our
team could learn a lot from both of them.

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The fact is, Kathy and Jerry know
how to step up and close deals.