Insights












Dunning-Kruger Effect: Why Sales Reps believe they are better than they actually are

Behavior biases like the Halo Effect make sales managers’ miss on the potential superstar reps in their team.

Behavior Biases for Sales Leaders: Halo Effect

Behavior biases like the Halo Effect make sales managers’ miss on the potential superstar reps in their team.

Behavior Biases for Sales Leaders: Reactance

Behavior biases like Reactance can make sales reps dig in their heels and reject well-meaning suggestions. What can you do to avoid triggering this reaction…

Building Better Pharma Sales Managers

In conversation with Sameer Srivastava, VP, Alkem Laboratories Ltd.  With over 20 years of rich experience in the Pharma Industry,…

Building a new generation of high-performing pharma sales reps

In conversation with Sameer Srivastava, VP, Alkem Laboratories Ltd.  With over 20 years of rich experience in the Pharma Industry,…

Coaching, Motivation and Sales Productivity

What motivates your team to do the things they do?  More importantly, how does this motivation play out for your…

Why Recommender Engines and Next Best Action tools don’t (& won’t) work

Personal Story “Go to your room and study”.  Most of us heard these words growing up. I definitely did. And…

3 Behavior Insights to help Sales Reps Sell More

Lewis Hamilton holds the record for winning the most number of races in the history of F1 (He’s bested Schumacher’s…

Hiding in Plain Sight – How you can Drive Productivity by Moving the Middle

Here’s a picture for you. It’s a typical school day – the teacher walks into class and asks for homework…

The 3 Things Resilient Teams have in Common

We are in the middle of a massive shift as organizations, teams and individuals deal with the new reality of…

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