Biological differences have a huge bearing on our communication and behavioral styles, which means they directly impact recruiting and retention results. Here are a few examples of these general implications, although as you know there are always exceptions to the rule.
Women have a larger corpus callosum, the connective tissue between the right and left hemispheres. The centers in the brain responsible for verbal skills and emotions are larger in women, with more connections between them. And women's brains circulate more oxytocin than men's do, which is a bonding chemical. So, women are physiologically wired to feel more, talk more, multi-task, find more emotion in words, and look for connection and relationship.
This means they generally ask more questions, take or need more time in interviews and coaching meetings, and need to feel (whether they realize it or not) that their recruiter or sales manager likes and respects them, cares about them as individuals, and is genuinely interested in their success. Women often don't think in the same linear style that men do, but the circuitous route they take when solving a problem or discussing an issue makes total sense to them. They need to process verbally, and bond while doing so. Women pick up on emotional and nonverbal sales cues more readily than men and can teach this to new male advisors. Give women the connection and support they thrive in to get the best results.
Men's brains, on the other hand, have a larger cerebellum which is responsible for action and physical movement. Their brains circulate much more testosterone, the hormone of aggression and competition, and they slow down or zone out more easily than women's brains do, including during heavily verbal communication.
So, men high-five whereas women more often congratulate verbally. Men need to move around frequently, aren't nearly as talkative or detailed, don't ask many questions, and aren't as concerned about people liking them. They want the facts, use only the amount of words they think (not 'feel') necessary, and want to get out ASAP to take action. They'll easily pay a higher price to win, or to feel superior. The shorter the meeting, the better. They respond more positively to contests and competitive games, and often avoid the touchy-feely aspects of a business relationship but would get better results by learning how to deal with them. (Women will respond better to contests if they are team-based and if awards are either gender-neutral or selected specifically for them.)
