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…

The surprising connection between Frequent Feedback & Productivity

Covid-induced remote working highlighted the importance of feedback – managers who gave frequent feedback saw a boost in productivity.

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…

Using Behavior Interventions to solve the productivity puzzle

In the past, we founders have seen various business transformation initiatives at close range. We’ve seen how large companies made…

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…

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