{"id":10887,"date":"2022-04-28T17:38:43","date_gmt":"2022-04-28T12:08:43","guid":{"rendered":"https:\/\/www.worxogo.com\/?p=10887"},"modified":"2022-05-10T15:57:56","modified_gmt":"2022-05-10T10:27:56","slug":"dunning-kruger-effect-on-sales-reps","status":"publish","type":"post","link":"https:\/\/worxogo.xogoweb.com\/legacy\/dunning-kruger-effect-on-sales-reps\/","title":{"rendered":"Dunning-Kruger Effect: Why Sales Reps believe they are better than they actually are"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"10887\" class=\"elementor elementor-10887\">\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;\"><img decoding=\"async\" class=\"alignleft size-medium wp-image-10899\" src=\"https:\/\/www.worxogo.com\/wp-content\/uploads\/2022\/04\/Change-my-mind-300x224.png\" alt=\"Dunning-Kruger Effect by Anant Sood\" width=\"300\" height=\"224\" srcset=\"https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2022\/04\/Change-my-mind-300x224.png 300w, https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2022\/04\/Change-my-mind.png 512w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>We all know those frustrating folks &#8211; yes, the ones in school who pretended to be know-it-alls and answered all the teacher\u2019s questions, mostly incorrectly. Or as a manager, the team members who act shocked or surprised with any feedback they get.<\/span><\/p><p><i><span style=\"font-weight: 400;\">\u201cBut I\u2019m great at this part of my job! How can you even say I didn\u2019t do well this month on my process compliance\u201d<\/span><\/i><\/p><p><span style=\"font-weight: 400;\">The real life manifestation of the <\/span><a href=\"https:\/\/en.wikipedia.org\/wiki\/Dunning-Kruger_effect\"><span style=\"font-weight: 400;\">Dunning-Kruger<\/span><\/a><span style=\"font-weight: 400;\"> effect can be really frustrating for managers.<\/span><\/p><p><script async=\"\" src=\"https:\/\/platform.twitter.com\/widgets.js\" charset=\"utf-8\"><\/script><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-32bf2b3 elementor-widget elementor-widget-heading\" data-id=\"32bf2b3\" 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\">What is the Dunning-Kruger Effect?<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-14188d6 elementor-widget elementor-widget-text-editor\" data-id=\"14188d6\" 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><i><span style=\"font-weight: 400;\">TL;DR- The Dunning-Kruger Effect is the tendency for people to vastly overestimate their abilities and be blissfully unaware of their deficiencies.<\/span><\/i><\/p><p><i><span style=\"font-weight: 400;\">Here\u2019s the longer version &#8211; The Dunning-Kruger Effect is a psychological phenomenon in which people with the lowest ability in a subject rate themselves as most competent, compared to others. Also, people with the least know-how on a topic also cannot recognize their own shortcomings. So they are really confident about their abilities and unable to fairly assess other people.<\/span><\/i><\/p><p>Want an example?<\/p><blockquote class=\"twitter-tweet\"><p dir=\"ltr\" lang=\"en\">Theres a name for this The Dunning-Kruger Effect<br \/>\u2b07\ufe0f\u2b07\ufe0f\u2b07\ufe0f\u2b07\ufe0f\u2b07\ufe0f\u2b07\ufe0f\u2b07\ufe0f\u2b07\ufe0f\u2b07\ufe0f\u2b07\ufe0f<a href=\"https:\/\/t.co\/xRCppSa4yr\">https:\/\/t.co\/xRCppSa4yr<\/a><\/p><p>\u2014 Voting Blue Forever \ud83c\uddfa\ud83c\uddf8 \ud83c\uddf5\ud83c\uddf7 \ud83c\udded\ud83c\uddf7 \ud83c\uddfa\ud83c\udde6\u2651 (@CalameDiana) <a href=\"https:\/\/twitter.com\/CalameDiana\/status\/1518295666560225281?ref_src=twsrc%5Etfw\">April 24, 2022<\/a><\/p><\/blockquote><p><script async src=\"https:\/\/platform.twitter.com\/widgets.js\" charset=\"utf-8\"><\/script><\/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<div class=\"elementor-element elementor-element-88acbbb elementor-widget elementor-widget-heading\" data-id=\"88acbbb\" 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\">What causes the Dunning-Kruger Effect?<br><\/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-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-9062fa2 elementor-widget elementor-widget-spacer\" data-id=\"9062fa2\" 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-9c0a581 elementor-widget elementor-widget-text-editor\" data-id=\"9c0a581\" 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>&#8220;<span style=\"font-weight: 400;\">The first rule of the Dunning-Kruger club is you don\u2019t know you\u2019re a member of the Dunning-Kruger club,&#8221; writes David Dunning. The truth is everyone is prone to this bias in some way or the other since we all have pockets of incompetence or lack of knowledge. <\/span><\/p><p><span style=\"font-weight: 400;\">Studies have shown people overestimate their abilities on a range of tasks &#8211; from driving, to being ethical to having better grammar than most. We tend to judge ourselves to be better than others.<\/span><\/p><p>Why does this happen?<\/p><p>Scientists believe that poor performers lack the very expertise needed to see their own knowledge gaps. So the Dunning-Kruger effect isn&#8217;t the result of an over-inflated ego. It simply is a question of not knowing what it is they don&#8217;t know.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\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<h2 class=\"elementor-heading-title elementor-size-default\">Dunning-Kruger Examples in Sales<\/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;\">Here are two examples of how the DK effect can manifest itself in sales teams.\u00a0<\/span><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Star reps &amp; process compliance &#8211; <\/b><span style=\"font-weight: 400;\">the best sales reps are 3 times less likely to comply with a process than the team. So a top sales rep would use the CRM only once the deal is closed. Leaders lose out on insights in their sales funnel. Managers often don\u2019t push their star reps too much since they are bringing in the bacon. This hurts managers more than just annoying your stars to &#8220;follow the process!&#8221;<\/span><\/li><\/ul><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Poor performing Reps<\/b><span style=\"font-weight: 400;\"> who think they\u2019re doing a great job &#8211; this is the opposite of point #1 above! Too often reps feel they\u2019ve done a great job because they\u2019re keeping old leads alive, and not focussing on closing them. Since their CRM is updated they feel they\u2019re putting in the effort and the closing is because of some externality (competition, pricing, product features) etc. This hurts as you don&#8217;t get the sale and the rep feels she\/ he is doing a great job!<\/span><\/li><\/ul>\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 to address for Dunning-Kruger in your sales teams<\/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<p>Scientists agree that the best way to address the Dunning-Kruger effect is to use feedback to correct an inaccurate picture of one&#8217;s own performance. And of course, increase awareness of what is expected and the rules of the game.\u00a0<\/p><p><b>Solution #1 : Provide one view of performance to the reps. <\/b><span style=\"font-weight: 400;\">While core sales is tracked in the CRM, other areas important to you, like CRM updation, quality of funnel, etc are in some other tools (PowerBI, Tableau etc). Having too many systems of tracking don&#8217;t provide your reps with a singular view of 1. What they are expected to do, 2. Which metrics (in addition to sales $) are also important. An objective view of a balanced scorecard helps reps understand where they\u2019re not doing so well.<\/span><\/p><p><b>Solution #2 : Personalize, Personalize, Personalize.<\/b><span style=\"font-weight: 400;\"> Everyone likes to get personal feedback. Your sales Reps are no different. Highlight the good and the not so good aspects of each rep using a 360 view of their productivity.\u00a0<\/span><\/p><p><b>Solution #3 : Regular micro feedback sessions <\/b><span style=\"font-weight: 400;\">: Get your frontline managers involved. A once a week <a href=\"https:\/\/www.worxogo.com\/frequent-feedback-and-productivity\/\">feedback from a team lead<\/a> makes a world of difference.<\/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-19f3781 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"19f3781\" 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-728e9ad\" data-id=\"728e9ad\" 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-4775b77 elementor-widget elementor-widget-heading\" data-id=\"4775b77\" 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\">Conclusion<\/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-e697cdf elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"e697cdf\" 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-e5655dc\" data-id=\"e5655dc\" 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-30e632f elementor-widget elementor-widget-spacer\" data-id=\"30e632f\" 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-00f0c1f elementor-widget elementor-widget-text-editor\" data-id=\"00f0c1f\" 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;\">The Dunning-Kruger Effect has a significant impact on your team productivity. As a manager you can help your team recognize these biases and provide them with the tools to fix them. worxogo\u2019s <a href=\"https:\/\/www.worxogo.com\/nudge-coach\/\">Nudge Coach<\/a> can help.<\/span><\/p><p>Photo by <a href=\"https:\/\/unsplash.com\/@mluotio83?utm_source=unsplash&amp;utm_medium=referral&amp;utm_content=creditCopyText\">Miikka Luotio<\/a> on Unsplash<\/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":10945,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[222],"tags":[256,266,96,255],"class_list":["post-10887","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>Dunning-Kruger Effect: Why Sales Reps believe they&#039;re better than they really are<\/title>\r\n<meta name=\"description\" content=\"The Dunning-Kruger Effect impacts your team productivity. 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