“Beneffectance”
What is Beneffectance?
The tendency to take responsibility for success, but to attribute failure to something (or someone) else.
Business Relevance
Successful sales months are usually attributed to hard work, talent or collaboration. Unsuccessful sales months are usually attributed to “slumps”, the weather, the economy etc.
Difficulty
As a manager, you have to tactfully provide positive feedback for successful months as well as during slumps. Creating a general awareness of the influencing factors in wins as well as losses will improve employee effectiveness.
Everyday Application
Train your teams in taking ownership of failure. Get in the habit of asking “What can we do better,” even when things are going well.
Tom Waters
Owner at Everyday Sales
Everyday Sales is an online resource for sales and business education. We expose the psychological exploits used in sales and marketing to empower our clients to become better professionals. Our feature content includes Sales in Cinema, Cognitive Biases in Business, Logical Fallacies in Business, and Quotes Deconstructed.
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