{"id":11895,"date":"2023-02-23T14:32:59","date_gmt":"2023-02-23T09:02:59","guid":{"rendered":"https:\/\/www.worxogo.com\/?p=11895"},"modified":"2023-02-23T14:33:51","modified_gmt":"2023-02-23T09:03:51","slug":"behavior-biases-curse-of-knowledge","status":"publish","type":"post","link":"https:\/\/worxogo.xogoweb.com\/legacy\/behavior-biases-curse-of-knowledge\/","title":{"rendered":"Behavior Biases for Sales Leaders: The Curse of Knowledge"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"11895\" class=\"elementor elementor-11895\">\n\t\t\t\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-24e3d9d elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"24e3d9d\" 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-b8e52e8\" data-id=\"b8e52e8\" 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-bb1ee89 elementor-widget elementor-widget-text-editor\" data-id=\"bb1ee89\" 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;\">While explaining your product to your customer, do you feel \u201cWhy aren\u2019t they getting it? It\u2019s not that hard. Why aren\u2019t they able to grasp this simple thing about my product?\u201d<\/span><\/p><p><span style=\"font-weight: 400;\">Behavior scientists think there might be a reason for this\u2026<\/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-8cab2a6 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"8cab2a6\" 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-4916974\" data-id=\"4916974\" 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-77fea95 elementor-widget elementor-widget-image\" data-id=\"77fea95\" 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=\"680\" height=\"459\" src=\"https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2023\/02\/FCuYTj0VEAQmMPG.png\" class=\"attachment-large size-large\" alt=\"Curse of Knowledge Bias - using complicated recipe and ingredients to make a simple coffee\" srcset=\"https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2023\/02\/FCuYTj0VEAQmMPG.png 680w, https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2023\/02\/FCuYTj0VEAQmMPG-300x203.png 300w\" sizes=\"(max-width: 680px) 100vw, 680px\" style=\"width:100%;height:67.5%;max-width:680px\" \/>\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-af0fc53 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"af0fc53\" 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-2c85783\" data-id=\"2c85783\" 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-127bc82 elementor-widget elementor-widget-text-editor\" data-id=\"127bc82\" 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;\">Simply put, the Curse of Knowledge bias is when you know something and assume that others do, too. So you communicate with them expecting them to have a background in something they simply don\u2019t. This can cause miscommunication, confusion and misalignment.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">Also known as the Curse of Expertise, this bias affects us in all spheres of life, and especially in the workplace.<\/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-568be3f elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"568be3f\" 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-8f877ff\" data-id=\"8f877ff\" 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-4c6ab85 elementor-widget elementor-widget-heading\" data-id=\"4c6ab85\" 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\">Curse of Knowledge Bias 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-1d355ad elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"1d355ad\" 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-1fa8e40\" data-id=\"1fa8e40\" 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-fbd2f32 elementor-widget elementor-widget-spacer\" data-id=\"fbd2f32\" 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-dec74cd elementor-widget elementor-widget-text-editor\" data-id=\"dec74cd\" 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 prone to this bias because of their deep knowledge of their product\/service. It\u2019s common for salespeople to gloss over vital information during a sale because they assume their prospect already understands it. Or to talk using jargon that the customer has no background knowledge in. These assumptions cause buyers to be confused and not make the purchase and can be detrimental to your business.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">Insightful articles like <\/span><a href=\"https:\/\/www.linkedin.com\/pulse\/curse-knowledge-killing-your-business-seth-erickson\/\"><span style=\"font-weight: 400;\">this one<\/span><\/a><span style=\"font-weight: 400;\"> explain how to ensure this bias doesn\u2019t affect how you sell to your prospects.<\/span><\/p><p><b><i>However sales leaders are prone to this bias too and this can be detrimental to how they lead their teams.\u00a0<\/i><\/b><\/p><p><span style=\"font-weight: 400;\">When leaders speak in abstract terms that make sense to them, frontline employees may lose sight of what is being asked of them.\u00a0<\/span><span style=\"font-weight: 400;\">Miscommunication inevitably ensues, with teams having no idea what their priorities are and how it impacts their daily work schedule or the metrics by which their performance is being rated.<\/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-43c0824 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"43c0824\" 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-b5424ed\" data-id=\"b5424ed\" 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-5de293c elementor-widget elementor-widget-heading\" data-id=\"5de293c\" 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 Sales Leaders can defeat the Curse of Knowledge Bias<\/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-60d6f85 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"60d6f85\" 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-e2f790c\" data-id=\"e2f790c\" 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-f92739b elementor-widget elementor-widget-spacer\" data-id=\"f92739b\" 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-277ce07 elementor-widget elementor-widget-text-editor\" data-id=\"277ce07\" 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 some strategies you can use to overcome this cognitive bias in your sales teams.<\/span><\/p><h3><span style=\"font-weight: 400;\">Communicate your priorities clearly<\/span><\/h3><p><span style=\"font-weight: 400;\">Ensure that the language you use to speak to your teams is not full of jargon or opaque business speak. For instance rather than saying \u201ccustomer delight\u201d, spell out what that would look like. HBR writers Chip and Dan Heath say <\/span><b>stories<\/b><span style=\"font-weight: 400;\"> help overcome the Curse of Knowledge Bias. They cite <\/span><a href=\"https:\/\/hbr.org\/2006\/12\/the-curse-of-knowledge\"><span style=\"font-weight: 400;\">the example<\/span><\/a><span style=\"font-weight: 400;\"> of FEDx using a new delivery agent\u2019s perseverance to convey the point that FEDx takes its strategic aim of being the most reliable shipping company in the world seriously.\u00a0<\/span><\/p><p><i><span style=\"font-weight: 400;\">This translates the strategic aim into what the <a href=\"https:\/\/www.worxogo.com\/high-performing-pharma-sales-reps\/\">behavior<\/a> on the ground should look like<\/span><\/i><span style=\"font-weight: 400;\">.<\/span><\/p><h3><span style=\"font-weight: 400;\">Align your priorities to their daily work<\/span><\/h3><p><span style=\"font-weight: 400;\">Strategic priorities should be tied into the team\u2019s KPIs with clear communication about their order of importance. Customers use worxogo Nudge Coach to create a system of weighted points to highlight business priorities. Furthermore these priorities are clearly linked to company incentives schemes to encourage the appropriate selling behaviors around these focus areas. [Nudge Coach incentive module is almost out, <a href=\"mailto:anant@worxogo.com\">write to us<\/a> for a preview]<\/span><\/p><h3><span style=\"font-weight: 400;\">Celebrate them getting it right<\/span><\/h3><p><span style=\"font-weight: 400;\">As always, celebrating the small wins is a vital part of any behavior change initiative. Celebrating individuals with a call out in front of the entire team or a personal message can be immensely impactful in cementing new behaviors and driving engagement and motivation.<\/span><\/p><h3><span style=\"font-weight: 400;\">Rinse and Repeat\u00a0<\/span><\/h3><p><span style=\"font-weight: 400;\">Assess if your team is getting aligned and you start seeing behaviors that will lead to the outcomes you want. If not, check the three steps to see where you are neglecting to communicate your knowledge to your team in concrete ways.<\/span><\/p><p><span style=\"font-weight: 400;\">Don\u2019t let your depth of knowledge and expertise in your field be a stumbling block for your team. Instead leverage your strengths by communicating them differently. Use concrete examples, stories, tie them to specific behaviors &amp; expected outcomes and celebrate when your team gets it right.<\/span><\/p><p><span style=\"font-weight: 400;\">AI tools like worxogo Nudge Coach can help you align your teams for maximum productivity at scale. To know more click <a href=\"mailto:sales@worxogo.com\">here.<\/a><\/span><\/p><p><span style=\"font-weight: 400;\">Image Credit:<\/span><\/p><p>Photo by <a href=\"https:\/\/unsplash.com\/@akisune?utm_source=unsplash&amp;utm_medium=referral&amp;utm_content=creditCopyText\">Agnese Kisune<\/a> on Unsplash<\/p><p><span style=\"font-weight: 400;\">\u00a0<\/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>Don\u2019t let your expertise become a stumbling block. Overcome the curse of knowledge to align your sales team to your strategic objectives.<\/p>\n","protected":false},"author":7,"featured_media":11912,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[222],"tags":[],"class_list":["post-11895","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 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\r\n<title>Behavior Biases for Sales Leaders: The Curse of Knowledge<\/title>\r\n<meta name=\"description\" content=\"Don\u2019t let your expertise become a stumbling block. 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