Published by McGraw Hill, this is must read for any salesperson, sales leader, president, or manager. Author Tim Hurson does a masterful job in leading the reader through the entire mental process of learning to think better.
The sub-title uses the word “Guide” and indeed it is. I folded over 23 pages and underlined many passages while I read this book. It is that engaging.
Hurson begins the learning process by bringing the reader to an understanding of the fundamentals of thinking by introducing the “Productive Thinking Model” and its potential impact on driving increased levels of performance along with increased creativity. What I also liked is the author’s description of the “Monkey Brain,” “Gator Brain,” and the “Elephant’s Tether,” and how each example teaches the reader how they think and why the model/system must be used to be an innovator or creative solution solver.
Without giving away the book—as you will want to introduce it to your entire organization—this sentence is one of the gems: “Productive thinking requires us not to rush to answers but hang back, to keep asking new questions even when the answers to the old ones seem so clear, so obvious, so right.”
Once he’s defined basic concepts, Hurson begins to develop his process:
1. What’s going on?
2. What’s success?
3. What’s the question?
4. Generate answers
5. Forge the solution
6. Align resources
The balance of the book explores these six points in detail, along with various tools Hurson has included to show you how to implement this process to improve your organization’s ability to address issues with better solutions. By creating an understanding of how we think and then providing a process to follow with the examples/tools, this book that will change your level of professional success. HINT: it also addresses “personal” thinking as well.
In a challenging environment, having better answers to tough questions separates high performance organizations from the average organizations. Learn to think better. Buy this book!
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About the Author
Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 15 years, his company’s consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout the world.
Ken’s latest book is “Leading High Performance Sales Teams.” He provides keynotes, consulting services, and products designed to improve business performance. Reach him at [email protected]
