{"id":10784,"date":"2022-02-25T09:50:38","date_gmt":"2022-02-25T04:20:38","guid":{"rendered":"https:\/\/www.worxogo.com\/?p=10784"},"modified":"2022-02-25T11:30:48","modified_gmt":"2022-02-25T06:00:48","slug":"behavior-biases-for-sales-leaders-reactance","status":"publish","type":"post","link":"https:\/\/worxogo.xogoweb.com\/legacy\/behavior-biases-for-sales-leaders-reactance\/","title":{"rendered":"Behavior Biases for Sales Leaders: Reactance"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"10784\" class=\"elementor elementor-10784\">\n\t\t\t\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-9935605 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"9935605\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-a76d401\" data-id=\"a76d401\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-3b09e40 elementor-widget elementor-widget-text-editor\" data-id=\"3b09e40\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.6.6 - 08-06-2022 *\/\n.elementor-widget-text-editor.elementor-drop-cap-view-stacked .elementor-drop-cap{background-color:#818a91;color:#fff}.elementor-widget-text-editor.elementor-drop-cap-view-framed .elementor-drop-cap{color:#818a91;border:3px solid;background-color:transparent}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap{margin-top:8px}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap-letter{width:1em;height:1em}.elementor-widget-text-editor .elementor-drop-cap{float:left;text-align:center;line-height:1;font-size:50px}.elementor-widget-text-editor .elementor-drop-cap-letter{display:inline-block}<\/style>\t\t\t\t<p><span style=\"font-weight: 400;\">Every parent experiences reactance on a daily basis, parents of teens, possibly every hour. To be fair, reactance is a phenomenon common to every one of us.\u00a0<\/span><\/p><p><i>Simply put, <b>reactance<\/b> is an unpleasant motivational reaction to offers, persons, rules, or regulations that threaten or eliminate specific behavioral freedoms. It occurs when a person feels that someone or something is taking away their choices or limiting the range of alternatives.<\/i><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-4c9c52a elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"4c9c52a\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-85cf2d2\" data-id=\"85cf2d2\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-36e3cdf elementor-widget elementor-widget-image\" data-id=\"36e3cdf\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.6.6 - 08-06-2022 *\/\n.elementor-widget-image{text-align:center}.elementor-widget-image a{display:inline-block}.elementor-widget-image a img[src$=\".svg\"]{width:48px}.elementor-widget-image img{vertical-align:middle;display:inline-block}<\/style>\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"622\" height=\"197\" src=\"https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2022\/02\/machete-juggling.jpg.webp\" class=\"attachment-large size-large\" alt=\"Reactance in Sales\" srcset=\"https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2022\/02\/machete-juggling.jpg.webp 622w, https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2022\/02\/machete-juggling.jpg-300x95.webp 300w\" sizes=\"(max-width: 622px) 100vw, 622px\" style=\"width:100%;height:31.67%;max-width:622px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-4267aeb elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"4267aeb\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-7a06b98\" data-id=\"7a06b98\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-d5602fd elementor-widget elementor-widget-spacer\" data-id=\"d5602fd\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.6.6 - 08-06-2022 *\/\n.e-container.e-container--row .elementor-spacer-inner{width:var(--spacer-size)}.e-container.e-container--column .elementor-spacer-inner,.elementor-column .elementor-spacer-inner{height:var(--spacer-size)}<\/style>\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-a225158 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"a225158\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-e50d5de\" data-id=\"e50d5de\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-fbb3277 elementor-widget elementor-widget-heading\" data-id=\"fbb3277\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.6.6 - 08-06-2022 *\/\n.elementor-heading-title{padding:0;margin:0;line-height:1}.elementor-widget-heading .elementor-heading-title[class*=elementor-size-]>a{color:inherit;font-size:inherit;line-height:inherit}.elementor-widget-heading .elementor-heading-title.elementor-size-small{font-size:15px}.elementor-widget-heading .elementor-heading-title.elementor-size-medium{font-size:19px}.elementor-widget-heading .elementor-heading-title.elementor-size-large{font-size:29px}.elementor-widget-heading .elementor-heading-title.elementor-size-xl{font-size:39px}.elementor-widget-heading .elementor-heading-title.elementor-size-xxl{font-size:59px}<\/style><h2 class=\"elementor-heading-title elementor-size-default\">Reactance in Sales Teams<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e5e48fa elementor-widget elementor-widget-spacer\" data-id=\"e5e48fa\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-f726fab elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"f726fab\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-e6ead98\" data-id=\"e6ead98\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-ffb4efd elementor-widget elementor-widget-text-editor\" data-id=\"ffb4efd\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">So what does reactance have to do with work, and specifically with sales teams?<\/span><\/p><p><span style=\"font-weight: 400;\">A lot, it turns out. Right from the way we manage teams to the tools we use. <\/span>Directives are never as effective as offering choices.<\/p><p><span style=\"font-weight: 400;\">Take for instance &#8211; Recommender engines, a popular sales enablement tool. They give sellers information, expect that the seller is going to agree with the recommendation and actually take action.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">This is where reactance comes in. Sellers will push back against helpful suggestions\/recommended actions, however great they may be. Because these recommendations take away the feeling of being in control, of having choices, and let\u2019s face it &#8211; no one likes being told what to do.<\/span><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-cefb0fa elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"cefb0fa\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-ef2711b\" data-id=\"ef2711b\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-8b05c15 elementor-widget elementor-widget-spacer\" data-id=\"8b05c15\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-223dca8 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"223dca8\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-e04b129\" data-id=\"e04b129\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-13d079a elementor-widget elementor-widget-heading\" data-id=\"13d079a\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Here's how you can overcome reactance<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-bf83ae9 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"bf83ae9\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-1ff1476\" data-id=\"1ff1476\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-b739ef8 elementor-widget elementor-widget-spacer\" data-id=\"b739ef8\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-111b5b6 elementor-widget elementor-widget-text-editor\" data-id=\"111b5b6\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Give your team&nbsp;<\/span><b>a say in decision-making<\/b><span style=\"font-weight: 400;\">&nbsp;on their job. Having multiple choices on potential actions are so much better than a singular \u201ccall to action\u201d (e.g. \u2018You could make an additional call to customer a or b\u2019 rather than &#8220;You should call customer a next&#8221;.)<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Have to do vs. Want to do.<\/b><span style=\"font-weight: 400;\">&nbsp;Each rep is unique and responds uniquely based on what connects with her\/his internal motivation. Personalize the recommendations based on what motivates each rep.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b style=\"font-family: Montserrat, sans-serif; color: var( --e-global-color-text ); font-size: 1rem;\">Suggestions not Demands<\/b><span style=\"font-family: Montserrat, sans-serif; color: var( --e-global-color-text ); font-size: 1rem;\">&nbsp;\u2013 Framing Options as suggestions rather than demands stand a better chance of influencing the sales rep\u2019s decision.&nbsp;<\/span><a style=\"font-family: Montserrat, sans-serif; font-weight: var( --e-global-typography-text-font-weight ); background-color: #ffffff; font-size: 1rem;\" href=\"https:\/\/www.worxogo.com\/data-driven-nudges-are-a-force-multiplier\/\">Nudges<\/a><span style=\"font-family: Montserrat, sans-serif; color: var( --e-global-color-text ); font-size: 1rem;\">&nbsp;are elements in choice architecture that work because they promote this freedom of choice. This is the difference between telling children to eat healthy and putting fruits at eye level during lunch time rather than banning junk food. [Ref:&nbsp;<\/span><a style=\"font-family: Montserrat, sans-serif; font-weight: var( --e-global-typography-text-font-weight ); background-color: #ffffff; font-size: 1rem;\" href=\"https:\/\/en.wikipedia.org\/wiki\/Nudge_(book)\">Richard Thaler, Cass Sunstein \u2013 Nudge]<\/a><\/li>\n<\/ol>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8454841 elementor-widget elementor-widget-spacer\" data-id=\"8454841\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-e58249d elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"e58249d\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-3368e18\" data-id=\"3368e18\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-b94f8cd elementor-widget elementor-widget-text-editor\" data-id=\"b94f8cd\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Understanding behavior biases work and knowing how to use them will help you become a better manager. <a href=\"https:\/\/www.worxogo.com\/nudge-coach\/\">worxogo&#8217;s nudge Coach<\/a> helps team leaders give the choice to their reps and make use of a powerful tool to build more engaged motivated and productive teams.<\/span><\/p><p><span style=\"font-weight: 400;\">Contact us to see what worxogo\u2019s Nudge Coach can do for your team.<\/span><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Behavior biases like Reactance can make sales reps dig in their heels and reject well-meaning suggestions. What can you do to avoid triggering this reaction&#8230;<\/p>\n","protected":false},"author":4,"featured_media":10785,"comment_status":"open","ping_status":"open","sticky":false,"template":"InsightBottom.php","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[222],"tags":[256,266,96,255],"class_list":["post-10784","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-insights","tag-improve-sales","tag-sales","tag-sales-coaching","tag-sales-rep-productivity","entry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\r\n<title>Behavior Biases for Sales Leaders: Reactance<\/title>\r\n<meta name=\"description\" content=\"Some behavior biases trip up a sales teams performance - like Reactance. 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