I used to think that salespeople would make lousy futurists. Sales seemed so myopic, whereas futurists were all about the "big picture." Yet, as I've discovered, salespeople are futurists too. Sales is focused on outcomes. The best salespeople concentrate on long-term results. However, even they can struggle to maintain their focus on the long-term prize. The distractions of admin tasks, qualifying leads, and sales calls can cloud their vision. Employing techniques that futur

Dr. Graham Norris explains why a vision only lands when it feels as vivid and real as what's right in front of you — and why giving your people genuine ownership of it is what creates the internal pressure to make it happen.

An update with futurist and psychologist Graham Norris on how organisations and individuals should think about rapid change.