When you write down your thoughts on paper, that have been swirling around in your brain, increased clarity happens.
Because others can see or read what you have written, you objectify whatever idea, concept, problem or solution that you have been thinking about while discovering other things that you hadn't considered before, that are directly or tangentially related to the subject at hand. When you don't write out what you're thinking, there is a danger that your perceptions will deviate from reality.
In a 2007 survey by the US based Tracom Group of Highlands Ranch, Colarado, 166 executives, 337 managers and 377 staff were asked a series of questions about organisational performance. Over half of the managers who participated thought interpersonal skills were one of their greatest strengths, yet 55% of staff said their bosses could improve those skills. This lack of personal objectivity is part of human nature and speaks to the need for increased self-awareness by the manager.
Writing also helps us understand and absorb information flowing to us.
Often viewed as a sign of a wandering mind, doodling may actually help us absorb information. In a study published in Applied Cognitive Psychology, Jackie Andrade at Britain's University of Plymouth played a rambling voice mail message to 40 people, half of whom were given shapes to fill in as they listened.
The result: The doodlers recalled 29% more of the message than those who just listened. Andrade says idle scribbling uses just enough cognitive bandwidth to prevent daydreaming, so it may help us stay focused.
One boardroom doodler, retiring GM Vice-Chairman Bob Lutz, says he isn't surprised by the finding. "I can look at old sketches done in meetings 40 years ago," he says, "and experience sudden recall of the room, the table, the voices."
When a salesperson writes out on paper the anticipated information flow to a prospective customer:
1. the objective for a sales call
2. along with his or her strategy for the sales interaction (what will he or she ask, tell or show) and,
3. what obstacles are anticipated and how will they be handled,
the salesperson has a much higher success rate than salespeople who think they can “wing it”.
the salesperson has a much higher success rate than salespeople who think they can “wing it”.
Sources: Sales by Objective methodology, Coach2Coach newsletter and BUSINESSWEEK, April 6, 2009
