Last time we learned about cognitive biases as mental shortcuts that can trick sales leaders. Now let's get practical: which biases are YOUR biggest blind spots?
We'll walk through common sales leadership biases and help you identify your top three patterns.
Engagement Message
Ready to discover your hidden decision-making patterns?
First, let's add three more biases to your toolkit. Recency bias means you overweight what happened most recently when making decisions.
A rep's strong finish to the quarter erases months of missed targets. A recent lost deal overshadows consistent pipeline building.
Engagement Message
Do you find recent sales results heavily influencing your team evaluations?
Anchoring bias happens when you rely too heavily on the first piece of information you receive. That initial impression or number becomes your reference point for everything else.
First prospect mentions a small budget? You anchor on that low number for the entire deal.
Engagement Message
Do you notice first impressions strongly shaping your later judgments?
Attribution bias is when you explain your failures differently than others' failures. You lost a deal because of bad timing or unfair competition. Your rep lost because they didn't follow up properly.
This bias destroys trust and motivation on your sales team fast.
Engagement Message
Do you tend to give yourself more benefit of the doubt than your reps?
Now let's identify YOUR top biases. Think about recent sales decisions where you later realized you might have been wrong or hasty.
Think about confirmation bias, halo effect, horns effect, recency bias, anchoring bias, and attribution bias.
Engagement Message
Which bias do you think influences your sales decision-making most often?
