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…

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…

How to Use Behavior Data to Find Your Next Leaders

Every so often, I find myself returning to Moneyball, and it’s not just because it combines two things I love…

Moneyball: The art of understanding performance

I must’ve been in my tweens when I first caught a live telecast of an NBA game – Utah Jazz…

The Secret Sauce for Building Exceptional Sales Teams

We’ve spent years working with sales teams of various kinds and sizes. And the one thing that’s common to high-performing…

How to Use Behavior Science to Create a High-Performance Team

Association is a mental tool we use to make decisions and it impacts our actions on a daily basis, triggered…