Executive Summary
Compliance measures focus on the biggest personnel decisions a manager makes – who gets the promotion, who gets the biggest bonus – while overlooking all the smaller decisions that affect employee performance towards those metrics over time. Gender-based disparities in sales performance might be traced back to managerial distribution of leads, access to coaching and feedback, or opportunities to get in front of existing clients. Likewise, differences in experience and skill level at the time a promotion is made may have resulted from informal managerial…
