Management Mental Short Cuts

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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