In large organizations there are discrete functions. I do this; you do that. I swim in my lane; you swim in your lane. That can be very effective for certain processes and in certain stable conditions. But it doesn't work in unstable conditions.
The ability to take another perspective has become one of the keys to both sales and non-sales selling. And the social science research on perspective-taking yields some important lessons for all of us.
One of the things is, in the writing process, if you do it enough, you have a sense of where you are. I didn't have that with the first book as I was writing it. Now, as I write books, I have a sense of where I am. Unfortunately, the sense of where I am is usually behind.
A lot of white-collar work requires less of the routine, rule-based, what we might call algorithmic set of capabilities, and more of the harder-to-outsource, harder-to-automate, non-routine, creative, juristic - as the scholars call it - abilities.
There's an idea out there that salespeople have actually been obliterated by the Internet, which is just not supported by the facts.
The point of college is more to acquire skills than to acquire domain knowledge. One of the skills that is going to be most necessary: you have to be able to read with rigor and write with clarity. You have to be able to communicate. To make an argument, whether it's in a written piece or in front of a group of people.
