You've learned about cognitive biases that distort sales leadership judgment. Now let's practice spotting them in action and developing better thinking habits.

The goal isn't to eliminate these biases completely - that's impossible. It's to catch them early and adjust your approach with your sales team.

Engagement Message

Which bias do you think affects your sales team evaluations most often?

Type

Multiple Choice

Practice Question

Rachel notices that Kevin, who she considers "uncommitted," missed his quarterly quota by 5%. She thinks, "See? I knew he wasn't serious about sales." But she doesn't notice that he's exceeded targets in four of the last five months. Which bias is Rachel demonstrating?

A. Fundamental attribution error B. Anchoring bias C. Availability heuristic D. Confirmation bias

Suggested Answers

• A
• B
• C
• D - Correct

Type

Swipe Left or Right

Practice Question

Let's practice distinguishing between biased and balanced sales leadership thinking. Swipe left for biased judgments, right for balanced assessments.

Labels

• Left Label: Biased Thinking
• Right Label: Balanced Thinking

Left Label Items

• "Marcus is behind on calls because he's lazy"
• "Emma lost the deal because she doesn't understand value"
• "David is quiet in meetings, so he lacks sales drive"
• "Nina missed quota - she's clearly not motivated"

Right Label Items

• "Marcus is behind on calls - let me check his pipeline"
• "Emma's deal fell through - what factors were involved?"
• "David contributes differently in customer meetings"
• "Nina missed quota - that's unusual given her track record"