Productivity Bulletin: 1/30/2015

A recent study in the Journal of Personality found that nice people are more likely to follow orders given to them by an authority figure, even if those orders will directly hurt someone else. In the study, researchers found that people who cared more about being agreeable and nice were more likely to follow orders to administer an electric shock that would harm an innocent person (the innocent person being an actor, unknown to the participants).

http://blog.pickcrew.com/stop-caring-nice/

The traditional sales role is endangered. Today’s buyers have access to endless information and peer feedback like never before. New data on B2B sales shows that 60% of a typical purchase decision is made before talking to suppliers and up to 90% of the buying cycle is done before buyers speak with sales reps.

https://www.linkedin.com/pulse/why-ceo-never-hire-another-salesperson-brian-de-haaff