--- title: Wary of the Halo Effect | The Sales Blog description: "The halo effect: the propensity to believe that even a successful person’s negative behaviors are worth modeling and that the successful person succeeded because of these negative behaviors and not in spite of them. The words above are my definition. You can find another one here. I just read an article that recommended that entrepreneurs […]" image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_211743697.jpg --- ### [Now booking SKO meetings for 2026/27! Learn more](https://www.thesalesblog.com/authority) [![Iannarino The Sales Blog](https://www.thesalesblog.com/hubfs/2021%20Website/Images/ai-logo-web.svg) ](https://www.thesalesblog.com) - WIN AT SALES - The Sales Environment - [ Sales is broken ](https://www.thesalesblog.com/sales-is-broken) - [ Modern sales ](https://www.thesalesblog.com/revenue-growth-blueprint) - Sales Resources - [ Blog ](https://www.thesalesblog.com/blog) - [ Podcast ](https://www.thesalesblog.com/blog/tag/the-anthony-iannarino-show) - [ Live Training Events ](https://events.thesalesblog.com) - [ Modern Sales Methodologies for Enterprises ](https://www.thesalesblog.com/modern-sales-metholodogies) [![View Events](https://no-cache.hubspot.com/cta/default/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111) ###### Live Training Events ### Upcoming training events & workshops [![Sales Accelerator Training](https://no-cache.hubspot.com/cta/default/2922376/cda2541c-e77c-44de-9752-0a68716d50e9.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/cda2541c-e77c-44de-9752-0a68716d50e9) ###### Online Training Platform ### Sales Accelerator [![Revenue Growth Blueprint](https://no-cache.hubspot.com/cta/default/2922376/b2913e6b-029b-4079-96bb-20e4ad251bc6.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2913e6b-029b-4079-96bb-20e4ad251bc6) ###### #1 Resource ### Revenue Growth Blueprint - [ BLOG ](https://www.thesalesblog.com/blog) - [ SPEAKING ](https://www.thesalesblog.com/speaking) - SALES TRAINING - [ Sales Accelerator + Monthly Webinars Bundle ](https://www.thesalesblog.com/sales-training-events-bundle) - [ For Individual Reps ](https://www.thesalesblog.com/individuals) - [ For Teams ](https://www.thesalesblog.com/sales-accelerator) - [ Events & Other Programs ](https://events.thesalesblog.com) - [ Hire Anthony to Speak ](https://www.thesalesblog.com/speaking) - [ Modern Sales Methodologies for Enterprises ](https://www.thesalesblog.com/modern-sales-metholodogies) - [ EVENTS ](https://events.thesalesblog.com) - [ BOOKS ](https://www.thesalesblog.com/books) - [ ABOUT ](https://www.thesalesblog.com/anthony-iannarino) - [ CONTACT ](https://www.thesalesblog.com/contact) - Hit Sales Targets [![View Events](https://no-cache.hubspot.com/cta/default/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111) ###### LIVE TRAINING EVENTS ### Upcoming virtual training events & in-person workshops ###### Improve your win rates [![Speaking](https://no-cache.hubspot.com/cta/default/2922376/2a02e2ae-517f-42dc-a8db-40ef42615279.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/2a02e2ae-517f-42dc-a8db-40ef42615279) ###### Keynotes & Workshops ### Hire Anthony to Speak @ Your Event # Wary of the Halo Effect ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) February 22, 2016 **The halo effect:** the propensity to believe that even a successful person’s negative behaviors are worth modeling and that the successful person succeeded because of these negative behaviors and not in spite of them. The words above are my definition. You can find another one [here](https://en.wikipedia.org/wiki/Halo_effect). I just read an article that recommended that entrepreneurs should learn from [Bill Gates](https://www.gatesnotes.com) to memorize their employee’s license plates as to keep an eye on their comings and goings. I’m not sure Mr. Gates meant it exactly as the article described. Regardless, it is doubtful that “memorizing license plates” was the key to Bill Gate’s success or that you could benefit from the practice. - **You might benefit from monitoring your employees carefully. But you might benefit even more from creating a culture where monitoring their activities isn’t necessary.** The big book on Steve Jobs informed us that Steve wasn’t a pleasant person to be around. It also gave us an insight into his “[reality distortion field](https://en.wikipedia.org/wiki/Reality_distortion_field),” his ability to insist that people find a way to accomplish something impossible with no regard for constraints. I’m not convinced that Mr. Job’s success had anything to do with his unpleasant traits. A lot of people who have little emotional intelligence surround themselves with individuals with exceptional people skills to act as a buffer, protecting people from their leader, and protecting the leader from himself. - **You might be able to get things done by being a difficult character or by demanding that things be done in spite of the constraints. And you might do even better to be the kind of leader people will walk over fire for because of the love and respect they have for her and her for them. Removing constraints is a more likely key to success than pretending they don’t exist.** Success isn’t commonly found in copying the negative and most unadmirable qualities of another successful person. It’s normally found by modeling the most disciplined and most positive attributes. I once spoke to a company where their top salesperson never made cold calls. He was a model for all the other salespeople, who were failing miserably. After a few questions, I discovered that the company’s principals had given the top salesperson his largest accounts. He did such a good job taking care of them that they gave him the accounts of every person who left. [**Tweet](https://twitter.com/intent/tweet?text=Wary+of+the+Halo+Effect&url=https%3A%2F%2Fthesalesblog.com%2F2016%2F02%2F22%2Fwary-of-the-halo-effect%2F%3Futm_source%3Dtwitter%26utm_medium%3Dsocial%26utm_campaign%3DSocialWarfare&via=iannarino) **Pin [**Share12](https://www.linkedin.com/cws/share?url=https%3A%2F%2Fthesalesblog.com%2F2016%2F02%2F22%2Fwary-of-the-halo-effect%2F%3Futm_source%3Dlinkedin%26utm_medium%3Dsocial%26utm_campaign%3DSocialWarfare) [**Share12](https://www.facebook.com/share.php?u=https%3A%2F%2Fthesalesblog.com%2F2016%2F02%2F22%2Fwary-of-the-halo-effect%2F%3Futm_source%3Dfacebook%26utm_medium%3Dsocial%26utm_campaign%3DSocialWarfare) [**Email](mailto:?subject=Wary%20of%20the%20Halo%20Effect&body=The%20halo%20effect%3A%20the%20propensity%20to%20believe%20that%20even%20a%20successful%20person%E2%80%99s%20negative%20behaviors%20are%20worth%20modeling%20and%20that%20the%20successful%20person%20succeeded%20because%20of%20these%20negative%20behaviors%20and%20not%20in%20spite%20of%20them.%20The%20words%20above%20are%20my%20definition.%20You%20can%20find%20another%20one%20here.%20I%20just%20read%20an%20article%20that%20recommended%20that%20entrepreneurs%20should%20learn%20from%20Bill%20Gates%20to%20memorize%20their%20employee%E2%80%99s%20license%20plates%20as%20to%20keep%20an%20eye%20on%20their%20comings%20and%20goings.%20I%E2%80%99m%20not%20sure%20Mr.%20Gates%20meant%20it%20exactly%20as%20the%20article%20described.%20Regardless%2C%20it%20is%20doubtful%20that%20%22memorizing%20license%20plates%22%20was%20the%20key%20to%0D%0A%0D%0ARead%20More%20Here:%20%20https%3A%2F%2Fthesalesblog.com%2F2016%2F02%2F22%2Fwary-of-the-halo-effect%2F%3Futm_source%3Demail%26utm_medium%3Dsocial%26utm_campaign%3DSocialWarfare) [**Pocket](https://getpocket.com/save?url=https%3A%2F%2Fthesalesblog.com%2F2016%2F02%2F22%2Fwary-of-the-halo-effect%2F%3Futm_source%3Dpocket%26utm_medium%3Dsocial%26utm_campaign%3DSocialWarfare) [**Buffer](https://bufferapp.com/add?url=https%3A%2F%2Fthesalesblog.com%2F2016%2F02%2F22%2Fwary-of-the-halo-effect%2F%3Futm_source%3Dbuffer%26utm_medium%3Dsocial%26utm_campaign%3DSocialWarfare&text=Wary+of+the+Halo+Effect) 24 Shares ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2016](https://www.thesalesblog.com/blog/tag/2016) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on February 22, 2016 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/c9f553be-fbba-4813-9199-95c1603472e7.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/c9f553be-fbba-4813-9199-95c1603472e7) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2021-06-15T6:33:52 PM", "datePublished" : "2016-02-22 21:13:52", "description" : "The halo effect: the propensity to believe that even a successful person’s negative behaviors are worth modeling and that the successful person succeeded because of these negative behaviors and not in spite of them. The words above are my definition. You can find another one here. I just read an article that recommended that entrepreneurs […]", "headline" : "Wary of the Halo Effect", "image" : { "@type" : "ImageObject", "height" : 16, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/Image/favicon.ico", "width" : 16 }, "mainEntityOfPage" : { "@id" : "https://www.thesalesblog.com/blog/wary-of-the-halo-effect", "@type" : "WebPage" }, "name" : "Wary of the Halo Effect", "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "height" : 24, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/TSB/images/TSB%20Logo%20Dark.svg", "width" : 228 }, "name" : "The Sales Blog" } } ```