Category: salespeople

The Internship
Bias

Bias Eraser #7 Illusory Correlation

In the fictional movie, The Internship, interviewers made the determination that the candidates would be successful in an internship role based on their response to the interview question. As a movie scenario, this is funny, but sadly this is just a situation of art reflecting life. In fact, the internet is littered with examples of real life interview questions that mirror the fictional Google scenario above. The problem, as Lazlo Block (former CHRO of Google) emphatically states in this Inc article, “They don’t predict anything!”

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The Archer's Mindset
Decision Making

Adopt an Archer’s Mindset to Improve Sales ROI

An Archer’s Mindset would not accept as normal 77% of the arrows not hitting the bullseye of high-performance. Why have executives accepted this inefficiency in the deployment of sales talent when they would be unwilling to do so in any other part of their business?

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