{"id":11704,"date":"2022-09-25T08:53:22","date_gmt":"2022-09-25T03:23:22","guid":{"rendered":"https:\/\/www.worxogo.com\/?p=11704"},"modified":"2022-09-25T08:53:27","modified_gmt":"2022-09-25T03:23:27","slug":"behavior-biases-for-sales-leaders-framing","status":"publish","type":"post","link":"https:\/\/worxogo.xogoweb.com\/legacy\/behavior-biases-for-sales-leaders-framing\/","title":{"rendered":"Behavior Biases for Sales Leaders: Framing Effect"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"11704\" class=\"elementor elementor-11704\">\n\t\t\t\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-d345d20 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"d345d20\" 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-c1df4a3\" data-id=\"c1df4a3\" 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-34804c1 elementor-widget elementor-widget-text-editor\" data-id=\"34804c1\" 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><strong>Which one would you buy?<\/strong><\/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-55dbe5a elementor-widget elementor-widget-image\" data-id=\"55dbe5a\" 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\" src=\"https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/elementor\/thumbs\/SANITIZER-03-2-pv9i61vhahjqkk0k7lq4nhnjwb02ey1gu6ppxr2whs.jpg\" title=\"Print\" alt=\"Framing effect worxogo\" \/>\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-a0e1919 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"a0e1919\" 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-660e696\" data-id=\"660e696\" 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-29ac31a elementor-widget elementor-widget-spacer\" data-id=\"29ac31a\" 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-12420f3 elementor-widget elementor-widget-text-editor\" data-id=\"12420f3\" 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;\">A minor label change makes one of these a much better choice to buyers.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">This is because of the <strong>Framing Bias<\/strong> or <strong>Framing Effect.<\/strong><\/span><\/p><p><i><span style=\"font-weight: 400;\">The framing effect is a cognitive bias that causes people\u2019s decisions to be influenced by the way in which information is presented or conveyed. Depending on what aspects are highlighted, equivalent information can be viewed as more attractive or less attractive.<\/span><\/i><\/p><p><span style=\"font-weight: 400;\">Simply, we tend to judge information based on how it is presented (framed)instead of hard facts. Marketers use this to distinguish their product from competition.<\/span><\/p><p><span style=\"font-weight: 400;\">Understanding and making use of this is helpful to sales leaders and managers too.<\/span><\/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-c22ec9c elementor-widget elementor-widget-heading\" data-id=\"c22ec9c\" 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 Framing Effect in 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-ea77d6a elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"ea77d6a\" 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-b20bf64\" data-id=\"b20bf64\" 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-a063f24 elementor-widget elementor-widget-spacer\" data-id=\"a063f24\" 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-5f6f3fe elementor-widget elementor-widget-text-editor\" data-id=\"5f6f3fe\" 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 reps are flooded with data today &#8211; from CRMs, analytics tools, learning tools, quality tools, emails, phone calls, pricing sheets and what not.<\/span><\/p><p><span style=\"font-weight: 400;\">And let\u2019s face it, we all assume that with more data we get, the more we will improve. After all, knowing is everything right? Wrong!<\/span><\/p><p><span style=\"font-weight: 400;\">Contrary to popular belief, more information rarely translates into more action on the field. For example, if you look at three different types of team members &#8211; the top 10%, the bottom 10% and the balance 60%. Now does a top performer need the same level of information as the other two? This is like telling a person who doesn\u2019t exercise the distance in a marathon and hoping to get them motivated to start running. So how does a dashboard with shows a 50% achiever they are halfway away from their goal, motivate them to do better or how does the same dashboard help a 100% achiever push more for hitting their goals?<\/span><\/p><p><span style=\"font-weight: 400;\">This is where the framing can help.<\/span><\/p><p><span style=\"font-weight: 400;\">Effective leaders use framing to assess, contextualize their performance data and set up <\/span><a href=\"https:\/\/www.worxogo.com\/anchoring-bias-and-sales-targets\/\"><span style=\"font-weight: 400;\">personalized, achievable and ambitious goals<\/span><\/a><span style=\"font-weight: 400;\">.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">In a way, it is making your data more contextual to each individual based on where they are on their journey and help them get motivated to perform better.<\/span><\/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-ba96cd0 elementor-widget elementor-widget-heading\" data-id=\"ba96cd0\" 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 Framing can help set better goals for your teams\n<\/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-6841f8b elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"6841f8b\" 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-7d06a49\" data-id=\"7d06a49\" 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-6d98a97 elementor-widget elementor-widget-spacer\" data-id=\"6d98a97\" 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-9c72b15 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"9c72b15\" 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-c8bc839\" data-id=\"c8bc839\" 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-87c5032 elementor-widget elementor-widget-text-editor\" data-id=\"87c5032\" 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;\">Goal framing is basically about how you \u201cframe\u201d information in a way to help people process information and <\/span><b><i>act on it<\/i><\/b><span style=\"font-weight: 400;\">. Here are 4 distinct and effective ways you can frame goals for your sales reps to help them process their data and act on it &#8211; \u00a0<\/span><\/p><h3><span style=\"font-size: 2rem; letter-spacing: var(--heading--letter-spacing-h2); color: var( --e-global-color-text );\">Achieved vs. left to achieve<\/span><\/h3><p><span style=\"font-weight: 400;\">Goals can be framed in terms of what has already been accomplished versus what is left to accomplish. Each one has a unique effect. Marathon runners, for instance, get motivated when they know that they\u2019ve got just a few miles more to finish the race. It\u2019s called the <\/span><a href=\"https:\/\/www.worxogo.com\/goal-gradient-effect-for-sales\/\"><span style=\"font-weight: 400;\">goal gradient effect<\/span><\/a><span style=\"font-weight: 400;\">. Conversely, for some it helps see how much they have accomplished.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">Sales leaders can frame their team goals and messaging depending on <\/span><b><i>each rep&#8217;s individual capacity<\/i><\/b><span style=\"font-weight: 400;\"> for competing and their position in their own performance journey.<\/span><\/p><h3><span style=\"font-size: 2rem; letter-spacing: var(--heading--letter-spacing-h2); color: var( --e-global-color-text );\">Positive vs. Negative Valence\u00a0<\/span><\/h3><p><span style=\"font-weight: 400;\">Information can be framed using its positive aspects or by focussing on the negative &#8211; each has a different effect.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">For instance, <\/span><a href=\"https:\/\/academic.oup.com\/jcr\/article\/47\/6\/1003\/5918032\"><span style=\"font-weight: 400;\">studies<\/span><\/a><span style=\"font-weight: 400;\"> show that negative framing can lead to more ambitious goal-setting. Telling a sales rep they have been consistent for 20 days out of 30 will have a different effect than telling them they have been inconsistent for 10 days in the month. In this case, the negative framing can lead to more ambitious goal setting due to our preference for avoiding losses (loss aversion &#8211; another bias, for another time!).<\/span><\/p><p><span style=\"font-weight: 400;\">However, when it comes to comparing performance against a benchmark (performing better or worse than benchmark), reps respond better to the positive framing. [worxogo behavior labs conducted a joint study with <\/span><a href=\"https:\/\/www.linkedin.com\/posts\/worxogo_szu-chi-huang-activity-6820940976757047296-N4_R?utm_source=share&amp;utm_medium=member_desktop\"><span style=\"font-weight: 400;\">Stanford\u2019s Professor Szu-chi Huang<\/span><\/a><span style=\"font-weight: 400;\"> on this phenomenon and how it impacts performance &#8211; <a href=\"mailto:anant@worxogo.com\">reach out to us<\/a> for an overview of some of the findings.]<\/span><\/p><h3><span style=\"font-size: 2rem; letter-spacing: var(--heading--letter-spacing-h2); color: var( --e-global-color-text );\">Self vs. Peers<\/span><\/h3><p><span style=\"font-weight: 400;\">Performance can be compared to an individual\u2019s past performance\/track record or their team\u2019s current performance. Depending on the context and individual preference, they will have a different effect.\u00a0<\/span><\/p><p><a href=\"https:\/\/www.researchgate.net\/publication\/261914821_A_Towel_Less_Social_Norms_Enhance_Pro-Environmental_Behavior_in_Hotels\"><span style=\"font-weight: 400;\">Studies<\/span><\/a><span style=\"font-weight: 400;\"> show that individuals are more likely to take up new behaviors (hotel guests reusing their towels) when they see that others do the same (75% of guests at this hotel reuse their towels to save water).\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">In the context of performance, how a person reacts to the comparison also depends on their individual preference for competition (compete with self vs compete with others).\u00a0<\/span><\/p><h3><span style=\"font-size: 2rem; letter-spacing: var(--heading--letter-spacing-h2); color: var( --e-global-color-text );\">Timing<\/span><\/h3><p><span style=\"font-weight: 400;\">Timing of the goal setting and articulation based on where in the performance journey the individual is matters. Informing a rep about a missed target at the end of the month is one way to go. But that rarely helps in motivating the rep to improve starting next month. Helping the rep during the month in a consistent way and customizing the feedback based on the <\/span><i><span style=\"font-weight: 400;\">time of the month<\/span><\/i><span style=\"font-weight: 400;\"> is a better way. For example, telling a sales rep how they\u2019re consistent in the middle of the month and need to accelerate in the last few days is a better than just talking about what % of target has been achieved.<\/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-e985503 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"e985503\" 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-f571bbb\" data-id=\"f571bbb\" 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-3595700 elementor-widget elementor-widget-heading\" data-id=\"3595700\" 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-a4debac elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"a4debac\" 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-05636c2\" data-id=\"05636c2\" 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-8aad5e5 elementor-widget elementor-widget-spacer\" data-id=\"8aad5e5\" 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-fce6341 elementor-widget elementor-widget-text-editor\" data-id=\"fce6341\" 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;\">Framing, when used appropriately and personalized for each individual\u2019s context can boost intrinsic motivation and performance.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">In all teams, leaders and managers can know their team intimately and personalize goals on an on-going basis for each rep. For large sales teams, this may be harder to accomplish. Using a behavior-based AI coach like worxogo Nudge Coach, leaders of large sales teams can give the same kind of individual attention to each sales reps and witness widespread and sustainable improvement in performance.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">Click <strong>Get a Demo<\/strong> to see how <a href=\"https:\/\/www.worxogo.com\/nudge-coach\/\">worxogo Nudge Coach<\/a> can frame personalized goals for your entire sales team and coach them to improve their performance by 20%.<\/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-5a628ab elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5a628ab\" 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-a48a85d\" data-id=\"a48a85d\" 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-8215f5f elementor-widget elementor-widget-text-editor\" data-id=\"8215f5f\" 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><em>Image Credits:\u00a0Jonathan Petersson on Pexels<\/em><\/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>Framing bias &#8211; what it is and how you can use it to frame performance data and set up personalized, achievable and ambitious goals. <\/p>\n","protected":false},"author":4,"featured_media":11732,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[222],"tags":[],"class_list":["post-11704","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-insights","entry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.5 - 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