{"id":10841,"date":"2022-03-26T09:30:50","date_gmt":"2022-03-26T04:00:50","guid":{"rendered":"https:\/\/www.worxogo.com\/?p=10841"},"modified":"2022-04-27T16:45:24","modified_gmt":"2022-04-27T11:15:24","slug":"sales-leaders-halo-effect","status":"publish","type":"post","link":"https:\/\/worxogo.xogoweb.com\/legacy\/sales-leaders-halo-effect\/","title":{"rendered":"Behavior Biases for Sales Leaders: Halo Effect"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"10841\" class=\"elementor elementor-10841\">\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;\">It&#8217;s no secret movie stars and celebrities aren&#8217;t perfect. Yet we are surprised when we hear of their legal problems or their bad behavior off-screen, as if their on-screen glamor somehow affects their moral character. Behaviorists call this the halo effect.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">In simple English, Halo Effect is our <\/span><i><span style=\"font-weight: 400;\">tendency to allow someone\u2019s specific trait that positively influences our judgment of their other traits. <\/span><\/i><\/p><p><span style=\"font-weight: 400;\">So we unconsciously assume that the world\u2019s best tennis player <\/span><i><span style=\"font-weight: 400;\">is <\/span><\/i><span style=\"font-weight: 400;\">great at business or parenting or cooking.<\/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-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\">The Halo Effect 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;\">Sales managers are human too. The Halo effect plays on them also. Have you noticed that some managers tend to overlook some basic activities (like consistently updating their leads on the CRM for example) from high-performing reps since they\u2019re expected to hit their targets. While the rest of the team gets told to focus on the process more often than not!<\/span><\/p><p><span style=\"color: var( --e-global-color-text ); font-size: 1rem;\">Our research shows that most sales managers overlook the <\/span><a style=\"font-weight: var( --e-global-typography-text-font-weight ); background-color: #ffffff; font-size: 1rem;\" href=\"https:\/\/www.worxogo.com\/drive-productivity-move-the-middle\/\">middle of the curve reps<\/a><span style=\"color: var( --e-global-color-text ); font-size: 1rem;\"> &#8211; you know the ones &#8211; the consistent achievers with potentially the most promise.<\/span><\/p><p><span style=\"color: var( --e-global-color-text ); font-size: 1rem;\">The main reason managers overlook these reps is because, no one is looking at behaviors. How can managers even identify consistent performers when the only measure is month end target achievement?<\/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\">How can managers overcome the Halo Effect<\/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<ul>\n<li><span style=\"font-weight: 400;\">Look at the behavior data of your teams. Instead of sales achievement alone, look at the lead indicators &#8211; activities performed.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Look for the consistent ones. In cricket, <a href=\"http:\/\/rahuldravid.com\">Rahul Dravid<\/a> has been one of the most consistent performers. Under-rated for his consistency, under-appreciated, but a superstar in our books for sure. Look for the Dravids in your team\u2026<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><i><span style=\"font-weight: 400;\">Celebrate consistency <\/span><\/i><span style=\"font-weight: 400;\">instead of output alone. Appreciate the consistent reps in your team. Takes little effort but the impact on output is immense. The <a href=\"https:\/\/www.worxogo.com\/the-power-of-consistency-in-sales\/\">data supports it<\/a>.<br><\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">worxogo\u2019s behavior labs research shows when managers focus on the middle, the wins are incredible. In one customer, just by focusing on the middle but consistent performers, the team increased productivity and sales by almost 20%! <a href=\"https:\/\/www.worxogo.com\/how-a-30-bn-healthcare-major-increased-its-sales-by-18\/\">(Read more here)<\/a><\/span><\/p>\n<p>,<\/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-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;\">End Note: Dravid is now the Indian Cricket coach. Maybe he does know something about <\/span><a href=\"https:\/\/www.worxogo.com\/moneyball-the-art-of-understanding-performance\/\"><span style=\"font-weight: 400;\">Moneyball<\/span><\/a> afterall.<br><\/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 the Halo Effect make sales managers&#8217; miss on the potential superstar reps in their team. <\/p>\n","protected":false},"author":4,"featured_media":10854,"comment_status":"closed","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-10841","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: Halo Effect<\/title>\r\n<meta name=\"description\" content=\"Sales leaders miss &quot;middle of the curve&quot; reps with potential because of the halo effect. 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