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3 Tips to Transform Sales Managers into Sales Leaders

Moving from managing to leading teams requires the leader to be a coach, with a primary focus on keeping teams engaged and motivated…

Behavior Biases for Sales Leaders: Framing Effect

Framing bias – what it is and how you can use it to frame performance data and set up personalized, achievable and ambitious goals.

Behavior Biases for Sales Leaders: Anchoring

Anchoring can play a powerful role in setting targets for sales teams. Here are some tips on how you can use it to improve sales productivity

Top 10 Best Sales Podcasts for Sales Reps

From getting your foot in the door, to creating the perfect sales script, to body language – 10 sales podcasts that will up your sales game.

5 Strategies to Increase Pharma Sales Force Effectiveness

Pharma companies spend billions of dollars hiring the right talent and training their sales reps. It’s no wonder companies are…

Behavior Biases for Sales Leaders: Goal Gradient Effect

The goal gradient effect explains the sales skew at the end of every month but it can also help reps sell consistently and achieve more.

5 Proven Ways to Improve Pharma Sales Rep Productivity

Pharma sales has changed significantly in the past decades and has only accelerated over the past two years. With increased…

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…