{"id":11990,"date":"2023-03-21T10:11:32","date_gmt":"2023-03-21T04:41:32","guid":{"rendered":"https:\/\/www.worxogo.com\/?p=11990"},"modified":"2023-06-20T10:59:50","modified_gmt":"2023-06-20T05:29:50","slug":"behavior-biases-for-sales-leaders-stereotype-bias","status":"publish","type":"post","link":"https:\/\/worxogo.xogoweb.com\/legacy\/behavior-biases-for-sales-leaders-stereotype-bias\/","title":{"rendered":"Behavior Biases for Sales Leaders: Stereotype Bias"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"11990\" class=\"elementor elementor-11990\">\n\t\t\t\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-24e3d9d elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"24e3d9d\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-b8e52e8\" data-id=\"b8e52e8\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-bb1ee89 elementor-widget elementor-widget-text-editor\" data-id=\"bb1ee89\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.6.6 - 08-06-2022 *\/\n.elementor-widget-text-editor.elementor-drop-cap-view-stacked .elementor-drop-cap{background-color:#818a91;color:#fff}.elementor-widget-text-editor.elementor-drop-cap-view-framed .elementor-drop-cap{color:#818a91;border:3px solid;background-color:transparent}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap{margin-top:8px}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap-letter{width:1em;height:1em}.elementor-widget-text-editor .elementor-drop-cap{float:left;text-align:center;line-height:1;font-size:50px}.elementor-widget-text-editor .elementor-drop-cap-letter{display:inline-block}<\/style>\t\t\t\t<p style=\"font-weight: 400;\">Is your team not performing as well as it could? Lower motivation impacting productivity numbers? High employee turnover? Awkward and uncomfortable interactions in the workplace?<\/p><p style=\"font-weight: 400;\">Most often the answer to these situations is not more financial incentives or team building events. Behavioral science has shown that employees feeling valued and included has much better results on productivity. And is less costly.<\/p><p style=\"font-weight: 400;\">One big aspect of increasing productivity is combatting stereotype bias \u2013 our brains\u2019 tendency to sacrifice sophistication for speed and jump to widely held but fixed and\u00a0oversimplified\u00a0ideas about a particular type of person.<\/p><p style=\"font-weight: 400;\">In plain words, how we judge people based on our own filters of the world.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-568be3f elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"568be3f\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-8f877ff\" data-id=\"8f877ff\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-4c6ab85 elementor-widget elementor-widget-heading\" data-id=\"4c6ab85\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.6.6 - 08-06-2022 *\/\n.elementor-heading-title{padding:0;margin:0;line-height:1}.elementor-widget-heading .elementor-heading-title[class*=elementor-size-]>a{color:inherit;font-size:inherit;line-height:inherit}.elementor-widget-heading .elementor-heading-title.elementor-size-small{font-size:15px}.elementor-widget-heading .elementor-heading-title.elementor-size-medium{font-size:19px}.elementor-widget-heading .elementor-heading-title.elementor-size-large{font-size:29px}.elementor-widget-heading .elementor-heading-title.elementor-size-xl{font-size:39px}.elementor-widget-heading .elementor-heading-title.elementor-size-xxl{font-size:59px}<\/style><h2 class=\"elementor-heading-title elementor-size-default\">Stereotype Bias in the Workplace<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-1d355ad elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"1d355ad\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-1fa8e40\" data-id=\"1fa8e40\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-fbd2f32 elementor-widget elementor-widget-spacer\" data-id=\"fbd2f32\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.6.6 - 08-06-2022 *\/\n.e-container.e-container--row .elementor-spacer-inner{width:var(--spacer-size)}.e-container.e-container--column .elementor-spacer-inner,.elementor-column .elementor-spacer-inner{height:var(--spacer-size)}<\/style>\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-dec74cd elementor-widget elementor-widget-text-editor\" data-id=\"dec74cd\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p style=\"font-weight: 400;\">Our brains have one primary focus. Keeping us safe.<\/p><p style=\"font-weight: 400;\">To do that, they constantly scan our environment for danger, and our amygdalae immediately send signals of fight or flight to our nervous system. Just like they did back in the days when humans were still living on the Savannah.<\/p><p style=\"font-weight: 400;\">But in our modern world, where speed and complexity have increased exponentially, our amygdalae is working in overdrive to keep us safe and has become a master of categorizing and seeing patterns. In just 0.7 seconds we will unconsciously categorize a person as fitting in either our \u201cin group\u201d or our \u201cout-group\u201d.<\/p><h3 style=\"font-weight: 400;\"><strong>In-group<\/strong><\/h3><p style=\"font-weight: 400;\">Our \u201cin-group\u201d is reserved for people we perceive to be similar to us. For our brains, similarity means safety and, in the working context, it translates into someone being trustworthy and capable. We will treat these people with more warmth, assign more responsibilities to them and assess their actions more favorably.<\/p><h3 style=\"font-weight: 400;\"><strong>Out-group<\/strong><\/h3><p style=\"font-weight: 400;\">The \u201cout-group\u201d category on the other hand, will be filled with people who are in some way different, as they trigger some of our unconscious biases. Anyone we experience as different we instinctively label as untrustworthy and less capable, even if they bring valuable skills to the table. This can come out as coldness in demeanor, dismissal of ideas and undervaluing a team member\u2019s potential \u2013 all of which are received and registered by the employee\u2019s brain as not being valued of included.<\/p><h3 style=\"font-weight: 400;\"><strong>How we classify people <\/strong><\/h3><p style=\"font-weight: 400;\">What we each perceive as different will vary depending on our filters of the world, that is our past experiences and mental models. But, in general, there are some predictable characteristics that we tend to form stereotypes about.<\/p><p style=\"font-weight: 400;\">There\u2019s race, gender, social background, sexual orientation and religion.<\/p><p style=\"font-weight: 400;\">There\u2019s also disability and physical attractiveness. For example, people we find physically pleasing we tend to think more favorably about.<\/p><p><span style=\"font-weight: 400;\">And there\u2019s also neurodiversity and personality type. For example, it\u2019s well established that introverts are often underestimated and overlooked.\u00a0 <\/span><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-43c0824 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"43c0824\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-b5424ed\" data-id=\"b5424ed\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-5de293c elementor-widget elementor-widget-heading\" data-id=\"5de293c\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">How Sales Leaders can defeat the Stereotype Bias<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-60d6f85 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"60d6f85\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-e2f790c\" data-id=\"e2f790c\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-f92739b elementor-widget elementor-widget-spacer\" data-id=\"f92739b\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-277ce07 elementor-widget elementor-widget-text-editor\" data-id=\"277ce07\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p style=\"font-weight: 400;\">Stereotype bias often shows up in our interactions with teams &#8211; \u00a0from how we coach people, to how we review them and finally to how we reward them.<\/p><p style=\"font-weight: 400;\">And while it\u2019s important to tame, it\u2019s not easy. Why?<\/p><h3 style=\"font-weight: 400;\"><strong>Awareness is <u>only<\/u> half the battle<\/strong><\/h3><div><strong><img decoding=\"async\" class=\"alignright wp-image-11996 size-full\" src=\"https:\/\/www.worxogo.com\/wp-content\/uploads\/2023\/03\/GIJoe.jpg\" alt=\"GI Joe Fallacy - Knowing is half the battle in Stereotype Bias\" width=\"172\" height=\"130\" \/><\/strong><\/div><p style=\"font-weight: 400;\">Research has shown that becoming aware of one\u2019s own biases is not sufficient to overcome them \u2014 a phenomenon referred to as the <a href=\"http:\/\/edge.org\/response-detail\/25436\">G. I. Joe fallacy<\/a>, courtesy of the famous cartoon slogan \u201cNow you know, and knowing is half the battle!\u201d<\/p><p style=\"font-weight: 400;\">Just like visual illusions, most of these implicit associations our brains make are <a href=\"https:\/\/www.hbs.edu\/ris\/Publication%20Files\/21-084_436ebba8-c832-4922-bb6e-49d000a77df3.pdf\">difficult or impossible to break through conscious reflection<\/a>. Stereotype bias requires more than awareness to be tamed. It requires reminders and solid evidence.<\/p><h3 style=\"font-weight: 400;\"><strong>Systematizing decisions through daily behavior data<\/strong><\/h3><p style=\"font-weight: 400;\">One effective and efficient way to ensure that people are reviewed against what they do and not who they are, is using technology to get their <a href=\"https:\/\/www.worxogo.com\/how-to-use-behavior-data-to-find-your-next-leaders\/\">daily behavior data<\/a> easily and accurately.\u00a0<\/p><p style=\"font-weight: 400;\">This daily behavior data shows us not what <strong>we\u00a0think\u00a0<\/strong>people do, or even <strong>what\u00a0people tell us<\/strong>\u00a0that they do, but <strong>what they are\u00a0actually\u00a0doing<\/strong> at work.<\/p><p style=\"font-weight: 400;\">Drawing from this data, sales leader can coach their employees accurately, review them fairly and reward them accordingly.<\/p><p style=\"font-weight: 400;\">Systematizing work in this way also motivates teams to do better knowing that they are not being unjustly stereotyped\u00a0and reviewed, but they are judged on their actual behaviors at work.\u00a0<\/p><p><em>[Editor&#8217;s Note: Call us to find out how we can help you steer clear of the stereotype bias in your sales teams using worxogo Nudge Coach and behavior data.]<\/em><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-527c6b0 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"527c6b0\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.6.6 - 08-06-2022 *\/\n.elementor-widget-divider{--divider-border-style:none;--divider-border-width:1px;--divider-color:#2c2c2c;--divider-icon-size:20px;--divider-element-spacing:10px;--divider-pattern-height:24px;--divider-pattern-size:20px;--divider-pattern-url:none;--divider-pattern-repeat:repeat-x}.elementor-widget-divider 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.elementor-divider__element{margin-right:0}.elementor-widget-divider:not(.elementor-widget-divider--view-line_text):not(.elementor-widget-divider--view-line_icon) .elementor-divider-separator{border-top:var(--divider-border-width) var(--divider-border-style) var(--divider-color)}.elementor-widget-divider--separator-type-pattern{--divider-border-style:none}.elementor-widget-divider--separator-type-pattern.elementor-widget-divider--view-line .elementor-divider-separator,.elementor-widget-divider--separator-type-pattern:not(.elementor-widget-divider--view-line) .elementor-divider-separator:after,.elementor-widget-divider--separator-type-pattern:not(.elementor-widget-divider--view-line) .elementor-divider-separator:before,.elementor-widget-divider--separator-type-pattern:not([class*=elementor-widget-divider--view]) .elementor-divider-separator{width:100%;min-height:var(--divider-pattern-height);-webkit-mask-size:var(--divider-pattern-size) 100%;mask-size:var(--divider-pattern-size) 100%;-webkit-mask-repeat:var(--divider-pattern-repeat);mask-repeat:var(--divider-pattern-repeat);background-color:var(--divider-color);-webkit-mask-image:var(--divider-pattern-url);mask-image:var(--divider-pattern-url)}.elementor-widget-divider--no-spacing{--divider-pattern-size:auto}.elementor-widget-divider--bg-round{--divider-pattern-repeat:round}.rtl .elementor-widget-divider .elementor-divider__text{direction:rtl}<\/style>\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-fe04c34 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"fe04c34\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-b470137\" data-id=\"b470137\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-149b4c1 elementor-widget elementor-widget-text-editor\" data-id=\"149b4c1\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h4><strong>AUTHOR BIO<\/strong><\/h4><p><em><strong><img decoding=\"async\" class=\"wp-image-12000 size-medium alignright\" src=\"https:\/\/www.worxogo.com\/wp-content\/uploads\/2023\/03\/MelinaM_sq-300x293.png\" alt=\"Dr Melina Moleskis on Stereotype Bias in the workplace\" width=\"300\" height=\"293\" srcset=\"https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2023\/03\/MelinaM_sq-300x293.png 300w, https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2023\/03\/MelinaM_sq.png 311w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/><\/strong><\/em><\/p><p><em><strong>Dr. Melina Moleskis<\/strong>, founder of meta-decisions, is a decision scientist and behavioral economist. In her work, she applies the behavioral science method and behaviorally-informed decision-making tools to improve the process, and results, of decision-making in organizations. Melina holds a PhD in Managerial Decision Sciences from IESE Business School, MBA from NYU Stern with a specialization in Strategy. She draws from her decade+ experience in consulting that gave her a front row seat into workplace decision-making.\u00a0<\/em><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Behavioral Economist Melina Moleskis explores the stereotype bias in the workplace, how and why it happens, and how a sales leader can beat it.<\/p>\n","protected":false},"author":15,"featured_media":12010,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[222],"tags":[],"class_list":["post-11990","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-insights","entry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\r\n<title>Behavior Biases for 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