Statistics suggest that 70% of us are visual in how we take in information. I prefer to think of it that we are all 70% visual. Social scientists would tell me that interpreting that initial number in the second way is wrong but, oh well.

The bottom line is that if we want to understand something at a deeper level, I believe we need to learn how to draw it out, graphically.

I was in a conversation recently coaching a sales manager whose company had just been purchased by an outside firm. And the new sales model was very different than the old one. I asked him if he had ever explained the differences to his team. He said he had, and that it wasn’t taking root.

I then ask him if he’d ever drawn the old and new process out – side by side.

“Why would I do that when I’ve told them over and over and over?” Read more