{"id":2352,"date":"2010-06-09T13:45:00","date_gmt":"2010-06-09T18:45:00","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2010\/06\/fundamental-attribution-error\/"},"modified":"2010-06-09T13:35:16","modified_gmt":"2010-06-09T18:35:16","slug":"fundamental-attribution-error","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2010\/06\/fundamental-attribution-error\/","title":{"rendered":"Fundamental Attribution Error"},"content":{"rendered":"<p><em>Warning<\/em> \u2013 psychology babble coming your way from <a href=\"http:\/\/www.fastcompany.com\/1657515\/a-theory-called-a-fundamental-attribution-error?partner=rss&amp;utm_source=feedburner&amp;utm_medium=feed&amp;utm_campaign=Feed%3A+fastcompany%2Fheadlines+%28Fast+Company+Headlines%29\" target=\"_blank\">Fast Company<\/a>.\u00a0 I encounter this effect often with clients:<\/p>\n<blockquote><p>That judgment is what\u2019s called, in psychology, the Fundamental Attribution Error. Meaning that we tend to attribute people\u2019s behavior to their core character rather than to their situation. So when somebody cuts you off in traffic, you think, \u201cWhat a jerk!\u201d You don\u2019t think, \u201cI wonder situation he\u2019s in that\u2019s causing him to drive so crazy.\u201d Even though in those times when YOU have driven crazily, it was almost certainly because of the situation you were in\u2014you were late for a job interview or a date.<\/p><\/blockquote>\n<p>May I make a suggestion?\u00a0 The use of <a href=\"http:\/\/www.selectmetrix.com\/Assessing_Main.html\" target=\"_blank\">assessments<\/a> introduces objective measurement into the situation which helps to limit fundamental attribution error.\u00a0 Limiting subjectivity generally leads to better hiring especially with salespeople.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Warning \u2013 psychology babble coming your way from Fast Company.\u00a0 I encounter this effect often with clients: That judgment is what\u2019s called, in psychology, the Fundamental Attribution Error. Meaning that we tend to attribute people\u2019s behavior to their core character rather than to their situation. So when somebody cuts you off in traffic, you think, \u201cWhat a jerk!\u201d You don\u2019t think, \u201cI wonder situation he\u2019s in that\u2019s causing him to drive so crazy.\u201d Even though in those times when YOU have driven crazily, it was almost certainly because of the situation you were in\u2014you were late for a job interview or a date. May I make a suggestion?\u00a0 The use&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2010\/06\/fundamental-attribution-error\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[21,6,31,11],"tags":[96,1748,1592,915,294,330,38,352],"class_list":["post-2352","post","type-post","status-publish","format-standard","hentry","category-aptitudes","category-assessing","category-leadership","category-team-management","tag-assessment","tag-hiring","tag-hiring-bias","tag-hiring-error","tag-sales-assessment","tag-sales-candidate","tag-sales-hiring","tag-sales-test"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-BW","jetpack-related-posts":[{"id":1634,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/06\/subtle-hiring-tells\/","url_meta":{"origin":2352,"position":0},"title":"Subtle Hiring Tells","author":"Derrick Moe","date":"June 26, 2008","format":false,"excerpt":"I'm thinking of the poker colloquialism \"tell.\"\u00a0 From Wikipedia: A tell in poker is a detectable change in a player's behavior or demeanor that gives clues to that player's assessment of his hand. A player gains an advantage if he observes and understands the meaning of another player's tell, particularly\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2655,"url":"http:\/\/selectmetrix.com\/blogs\/2016\/01\/3-tips-to-hire-salespeople\/","url_meta":{"origin":2352,"position":1},"title":"3 Tips To Hire Salespeople","author":"Derrick Moe","date":"January 18, 2016","format":false,"excerpt":"From the Harvard Business Review Tip of the Day email: Most companies spend more on hiring in sales than they do in any other part of the organization. With an average annual turnover rate of 25 to 30%, and direct replacement costs ranging from $75,000 to $300,000, there\u2019s a big\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/01\/Selection-Tips.png?fit=560%2C315&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/01\/Selection-Tips.png?fit=560%2C315&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/01\/Selection-Tips.png?fit=560%2C315&resize=525%2C300 1.5x"},"classes":[]},{"id":2309,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/04\/big-personalities-in-selling\/","url_meta":{"origin":2352,"position":2},"title":"Big Personalities In Selling","author":"Derrick Moe","date":"April 14, 2010","format":false,"excerpt":"We\u2019re an assessment company so you can imagine how adamant I am about assessing candidates (not just for sales positions either).\u00a0 However, in sales it is crucial to use assessments to cut through the sales candidates\u2019 well-developed social skills.\u00a0 Unfortunately, many assessment tools focus on personality only which is not\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":19159,"url":"http:\/\/selectmetrix.com\/blogs\/2018\/10\/creeping-mediocrity-in-your-hiring-process\/","url_meta":{"origin":2352,"position":3},"title":"Creeping Mediocrity In Your Hiring Process","author":"Derrick Moe","date":"October 12, 2018","format":false,"excerpt":"Past behaviors are the best indicator of future success. This point is crucial when hiring salespeople for your team.\u00a0 The difficulty lies in deducing if the candidate has the right set of skills to be successful in your specific sale. Here's the ugly truth - \"bad\" salespeople can still have\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/10\/Yawn.png?fit=560%2C315&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/10\/Yawn.png?fit=560%2C315&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/10\/Yawn.png?fit=560%2C315&resize=525%2C300 1.5x"},"classes":[]},{"id":5859,"url":"http:\/\/selectmetrix.com\/blogs\/2017\/06\/4-pillars-of-successful-sales-selection\/","url_meta":{"origin":2352,"position":4},"title":"4 Pillars Of Successful Sales Selection","author":"Derrick Moe","date":"June 13, 2017","format":false,"excerpt":"Successful sales hiring, in any company, is one of the most difficult tasks in which to achieve repeatable success.\u00a0 From unexpected outbursts to terminal tardiness to woeful incompetence, every company has a sales hiring horror story regarding employees who interviewed strong but performed poorly. Perhaps a subtle, but more dangerous\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2017\/06\/Pillars.jpg?fit=304%2C204&resize=350%2C200","width":350,"height":200},"classes":[]},{"id":391,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/10\/walking-with-dinosaurs\/","url_meta":{"origin":2352,"position":5},"title":"Walking With Dinosaurs","author":"Derrick Moe","date":"October 25, 2006","format":false,"excerpt":"Desperately Seeking Sales Stars is a long article from Sales & Marketing Management's online edition. There is much in this article to dissect, but I will focus on some key points. First, don't do this: \"There are various [hiring and assessment] tools out there, but I still tend to be\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2352","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=2352"}],"version-history":[{"count":1,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2352\/revisions"}],"predecessor-version":[{"id":2353,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2352\/revisions\/2353"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=2352"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=2352"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=2352"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. The path to wp-cache-phase1.php in wp-content/advanced-cache.php must be fixed! -->