It’s no secret that as a salesperson you want to win.
You want to sell, to be on top, to surpass your target, and to join that award trip. You want to be rewarded for the hard work and sales that you bring in.
But that can be hard to do if your company isn’t telling you what you need to do to win. Companies often spend significant time and energy designing those metrics and fall short when it comes to communicating them to you. This puts you in a tough position between your intentions and the outcomes of the plan.
We’ve boiled 12 of the most common biases and influences that guide our decisions down into a visual and easy to understand 2021 calendar with actionable advice on how to overcome or leverage them. Check it out here and get yours today!
Start the new year off right by joining us in January at the Nudge it North Conference – a digital Behavioral Science conference taking place on January 8th, 2021.
The Lantern Group, Behavioral Grooves, Behave MN have collaborated to bring together an all-star cast of speakers that includes industry veterans, world-renowned experts, and amazing new voices in the field.
This article highlights the key learnings from Kurt’s presentation at the “2020 World at Work Spotlight on Sales Conference”. The original slide deck is available below.
In 1937, paleontologist Gustav von Koeningswald was working on the island of Java in Southeast Asia, searching for new evidence of our early human ancestors. To achieve this goal, he needed to find fossils, and the apex of fossils was the skull. With an intact skull, paleontologists are better able to distinguish between ape and human.
But skulls were rarely are found
Instead, paleontologists needed to piece together a multitude of small skull fragments in a complex 3D puzzle. It was difficult work – difficult to find all the pieces and difficult to fit them together in the right way to reform the original skull.
To help alieve the burden of searching and finding the skull pieces, von Koeningswald enlisted the help of people from the local village. He did this by giving them an incentive. He paid them 10 cents per skull fragment that they delivered to him.
In a continued effort to make behavioral science and behavioral economics more accessible, The Lantern Group and The Behavioral Grooves Podcast are building resources to help you make more informed decisions, understand your influences (and how you influence), understand biases, improve happiness, build better habits and more. This includes a self assessment to help decide which behavioral science or behavioral economics book to read and The 100 Behaviors Project – a weekly exploration of human biases and behaviors. Check them both out below.
Behavioral Learning Self-Assessment
The self-assessment below combines 30+ years of collective experience in behavioral science to help you determine which of our top 40 books will be the most beneficial to you. Take it now and start (or continue) learning! If you have already read the recommendation, reach out in the form below or email firstname.lastname@example.org with your result and we will recommend 2 or 3 alternates!
Friction is defined by Merriam-Webster as “the force that resists relative motion between two bodies in contact” or “the clashing between two parties of opposed views.”
In our last article, we identified three types of organizational friction (the resistance points within a company that limit its performance). Those friction points were caused by oversight or shortcomings in Policy, Culture, and Environment. Each type of organizational friction has its own unique root causes and manifests itself differently within a company.
As the popularity of the Behavioral Grooves podcast continues to skyrocket, cohost Kurt Nelson, PHD – President and founder of The Lantern Group – has been featured across the airwaves (podwaves?) on an exciting and growing list of podcasts of all shapes and sizes.
Below is a list of the most recent features with a quick blurb about the subject. There are lots of fun conversations here, so check them out and give one (or all) a listen and share!
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