Insights








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…

The power of Consistency in Sales

“Consistency is good for you.” I’ve lost count the number of times my teachers told me or yelled at me…

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.

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…

Previous Page
Next Page