I’m back in my psych book this morning looking for a specific answer to how managers get stuck on “bad” instances from otherwise strong performing salespeople. I’ve seen this effect with some sales managers who have a generally sour impression of a salesperson who seems to be doing well in the role. When I pursue the topic with the manager, I typically hear of anecdotal stories with what seems to be innocuous outcomes. However, the sales manager is still upset by situation. Here is what I discovered in the test book – availability heuristic. Availability heuristic is basically this – making judgments based on how easily instances come to mind. … Read More
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