Sales Leadership Part I — Beating Bias

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“Unless you occasionally go against your gut, you haven’t put your intuition to the test.  You can’t really know it’s helping you make good choices if you’ve never seen what happens when you ignore it.”

–  From “Outsmart Your Own Biases,” a Harvard Business Review article by Jack Soll, Katherine Milkman, and John Payne (May 2015) 

Three thoughts…

One, subscribe to the Harvard Business Review.  If you’re serious about leadership in business it will be one of the best investments you ever make.

Two, whether you’re in business, or interested in leadership, take the advice in this quote to heart.  I’m a big proponent of trusting our gut instinct — yet the author’s statement above is truth personified.  “My instincts never steer me wrong,” say some leaders.  Never is a dangerous word.  So is always.  There are very few absolutes in our world, and if we’re going to grow, “putting our intuition to the test,” is going to be a key component of that growth.  Not so much that we’re constantly second-guessing, or that we become a victim of paralysis by analysis — just often enough that we either validate or have an opportunity to re-tune the biases that go into instinctive decision-making.  As a person, as a parent, as a partner — it’s worth going deep on this topic.

Three, leadership has nothing to do with always being right.  Leadership means thinking about and helping to craft the future.  Leadership means creating an environment where success is the most likely outcome.  Not a sure thing.  If there were any sure things, Las Vegas would be a gas station.  Leadership means making good choices, and beating biases — especially our own — is fundamental to leading.

#b2bsales #salesleadership #coaching #leadership #differencemakers

This post is the first in a series on leading sales teams.  Tomorrow, story-telling.


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