A Summary Of To “Sell Is Human – Daniel H. Pink”



When you think of a salesperson, what comes to mind? List the first three words you would use to describe a salesperson, are any of them positive? The main idea Dan Pink is trying to promote in this book, is that sales does not only not deserve its bad reputation (anymore) but is actually an incredibly useful skill that all of us can learn to become more successful.

We Are All Salespeople

Pink quotes a survey that says most workers in the west actually spend as much as 40% of their time in what he calls “non-sales selling”: persuading, influencing and convincing others in ways that don’t involve them making a purchase. The same survey also found that many businesses and successful people consider these soft skills to be essential to their success and provide much greater returns than the effort they put in.

The survey found that 1 in 9 people are in traditional sales, but the other 8 in 9 spend so much time to non-sales selling or “moving people” as Pink says, that we are all in sales too.

How We All Became Salespeople

What is your job title? How much do you do that specific thing? For example, if you are a software developer, how much time do you spend just coding? If you’re an engineer how much time do you spend just building things? If you’re an accountant, how much time do you spend just doing financial calculations? If you answered above 80% I am willing to bet you work in a large company and be in a highly specialised role.

Larger companies tend to have enough people that they can hire people who each have a narrow specialism, so if Janet the developer can’t manage projects for her clients, that’s fine, Emma the project manager can do that instead. In smaller companies though, each worker tends to be less specialised “designers analyse. Analysts design, marketers create. creators market.” (I changed the spelling of analyse to match UK English). Pink calls the ability to adapt to different roles like this, elasticity. He argues that the job market changes so quickly and so often nowadays that elasticity is becoming a critical skill for people who want career longevity.

Ed-Med

What’s Ed-Med? I hear you cry? It’s not a weird spin-off of Ed, Edd and Eddy (90s Cartoon Network anyone?). It refers to Education and Medicine, the two fastest growing industries at the time “To Sell Is Human” came out (2012).

Moving people is a skill that can make a huge difference in any industry, but how could a teacher use sales? They don’t have any products to push, they do have students they need to encourage, though. They need to persuade children to learn now, to improve their prospects in the future. Teachers need to agitate their students.

Agitating students sounds like a bad idea. Why would you purposefully be annoying? Let me explain:

In moving people there’s irritation and there’s agitation.

Irritation – Getting people to do what you want them to do.

Agitation – Getting people to do what they want to do.

So agitation is actually giving people the push or the nudge in the right direction to do what is best for themselves.

There is a good example in the book. Pink meets a nurse, whose patients stick to their treatment plans at a rate significantly higher than the national average. When he interviews her, she tells him that she works out the treatment plan with her patients, by allowing them to be a part of the process. Rather than just telling them what she believes to be right, she gets their buy in, so they feel more compelled to keep up the treatments once they are at home and no longer being watched. Patients want to get better and because this nurse has asked for their opinion and their help to figure out the best plan, the patients feel listened to.

Does Sales Deserve Its Bad Reputation?

Earlier, I asked you what your first thoughts were when you think of a salesperson. Pink created a word cloud of the results he got when asking people the same question, the most common word…Pushy. Difficult, yuck and sleazy also featured heavily among the list. Only 5 of the 25 listed words were positive, including “necessary”, “challenging” and “fun”. Positive words were mentioned much less often than negative words, in general for this survey.

This doesn’t have to be the case. Pink explains how this may have been true in the past because traditionally the salesperson had more information than the buyer. Now that everyone has access to the same information the balance of power has been shifted to be more… balanced. In a world where the buyer and seller have the same information, dishonesty isn’t going to provide any benefit, the buyer will see through it. Instead a salesperson who wants to find the best results for their customer and does everything they can to get their customer the best solution will be most successful, like the nurse earlier. So the most successful sales people today actually work for their customers, not against them.

A New Kind of Sales

Famously, the ABCs of selling in Glengarry Glen Ross were “Always Be Closing”. This high pressure strategy may have worked well when sales was one-sided, the salesperson had all the power and all the knowledge. Now, Pink says the ABCs of selling are :

Attunement

Buoyancy

Clarity

I’ll explain what each of these terms mean and share my favourite tips from the book.

Attunement – Understand Thy Customer

Attunement is the ability to take the perspective of others. It’s about empathising with the person you wish to move, so that you can understand their needs better and then find the best solutions for them. It is not just about getting some money off them and having no idea if you have helped them at all or worse, knowing you screwed them over.

There are 3 main principles of Attunement:

1) Increase Your Power By Reducing It

When was the last time you felt more powerful than the person sitting across from you? Did you know something, that they didn’t? Did you care more about the outcome for yourself or the other person?

Now imagine a situation where you are the one with less power, such as interviewing for a new job that you really want. You are probably much more conscious of what the other person is thinking, how they may react to your body language, the things you say and what you do. You’re trying to take their perspective. Become more attuned to them.

When we are in a position of lower power than the person we are talking to, it becomes easier to shift our mindset to assume the other person’s perspective and this makes it easier to move that person. So if you are the one with more power, but you want to better understand the other person, try reducing your power. Give them more knowledge or ask them about a topic they are already more knowledgeable than you, so they can feel more powerful. Having a better understanding of the other person gives you more power to move them.

2) Use Your Head as Much as Your Heart

Perspective taking involves thinking (head) and empathy involves feeling (heart). Using a healthy dose of both is much more effective than using one and not the other.

If you can successfully take someone else’s perspective, you have the best chance of ensuring the best outcome for both parties. You can figure out a solution that solves their problem, without giving away too many of your own resources, so both sides leave the table happy.

You also need to understand who has the most influence in a situation. I could spend all day every day proving to someone at the same level as me at my company that I am the greatest employee ever. But, someone at my level doesn’t decide my pay or whether or not I get a promotion, my boss does, if I use my head, I can figure out who best to impress.

3) Mimic Strategically

People tend to like people who they view as being similar to themselves. This goes back to ancient times, when we humans would stick together in small tribes and survival meant everything. If someone was from your tribe, they were likely similar to you and familiar. Someone unfamiliar could be from another tribe, a dangerous tribe. So today we still associate similarity to ourselves as being more trustworthy due to an outdated survival instinct.

That’s where mimicry comes in. You can copy the body language of people you wish to move and even use phrases they use to make yourself seem more like them and therefore more trustworthy. But, if you get caught copying them, you will irritate them and end up alienating that person, rather than convincing them you’re worthy of their trust.

Buoyancy – Just Keep Floating, Just Keep Floating

Sales people get rejected. A lot! Think how many sales calls you reject before even hearing what they have to say. I’m not judging, we get cold calls where I work all the time and I can’t stand it. It just wastes my time and theirs. However, I imagine it’s probably even worse being the cold caller and just getting person after person hanging up on you not wishing to speak to you or even being plain rude and hanging up (I don’t do this, unless dear reader, you are a cold caller, in which case I definitely do this, so don’t cold call me…)

Interrogate Yourself!

Me: Hey You!
Also Me: Who? Me?
Me: Yeah, You! Are you able to finish this blog post?!
Also Me: Yeah, I guess so. I mean I’ve finished blog posts before, so I should be able to do it again.
Me: Good, well done. Keep going.

You just witnessed a conversation between two very charming gentleman. The first character seemed a little aggressive at first and the second, a little timid for my liking. But, look closer, the first character, was actually convincing the second character to convince himself that he was capable of finishing this blog post. Why didn’t the first character just tell the second guy that he was capable? I’ll explain why.

Should You Really Question Yourself?

When you hear a statement, you don’t tend to process it very deeply. You just absorb the information passively. When saying something nice to yourself, you do get a small emotional boost because you have been positive to yourself, but this boost fades fast. For a longer, more effective self-boost, trying questioning yourself. There are 2 reason this works:

1 – When you hear a question, you are being engaged, so you respond to the question, even if it’s in your heads. As a result, you process the information more deeply. Asking yourself if you would succeed, actually prompts you to remember times you have succeeded before. Remember the conversation from earlier? This was me persuading myself I could do finish this blog post, so I felt compelled to carry on. You are reading the result now.

2 – When you ask yourself why you want to do something, you are more likely to think of ways to motivate yourself from within. Take the conversation I had with myself, it will feel good to complete this blog post, so I want to do it. Motivating yourself with inner feelings of goodness is much more effective than with outside rewards (material goods) like gummy bears or a new car or whatever things you like.

3-to-1 On All Positivity!

Moving people can feel like an “endless sea of rejection”, so you may turn to some positivity to make you feel better. Maybe, listing all your good points will help raise your spirits. Actually, no it won’t.

Studies have found that the ideal ratio of positive to negative comments, for keeping your spirits up, is 3 positive comments to every 1 negative comment. The 3-to-1 ratio of positivity to negativity, is best for your wellbeing and for staying resilient. Strangely, studies also found that if you surpass a ratio of 11-to-1 you actually do more harm than good, so be nice to yourself, just not too nice.

Nothing Lasts Forever, Not Even Rejection

I’m not going to pretend that failing at something isn’t a horrible feeling. But, it is a temporary one. If you can learn to see your failures as “temporary rather than permanent, specific rather than universal and external rather than personal” you can become much more resilient. You will can keep going longer and achieve more int he long run, than people who give up. No one wins every time, but it’s the people who get back up and try again that become truly successful. It’s not about blind optimism either, it’s about being to bounce back when you take a hit, its about staying buoyant.

Clarity – I Can Sell Clearly Now The Rain Has Gone

Clarity is being able to help others see their situation objectively and identify problems they weren’t aware they had or weren’t aware could be solved.

Framing It Right

Contrast is key to moving people. If I offered you 10 coins of an unknown currency in exchange for your phone you wouldn’t know if that was a fair deal. But if I offered you 10 pounds for your phone, you would know that’s a bad deal for you because you understand the difference in the value between 10 pounds and your phone. Changing the frame of reference for the person you are trying to move can help you to move them.

The Less Frame

I don’t know about you, but I get choice paralysis for the most minor of things. I will be at a vending machine struggling to decide which sweet is worth my 50p. There are just so many to choose from, what if the skittles aren’t as good as the wine gums?! Instead, if you offer someone fewer choices, they are actually more likely to make a decision and therefore a purchase. It’s easier to choose between two products than forty. So reduce the number choices your customer needs to make to make their decision easier.

The Experience Frame

Think back to the greatest holiday of your life, now think back to the greatest item of clothing you have ever bought, which evokes stronger feelings of joy? Most people get stronger, longer-lasting happiness from experiences than material goods.

You can frame you offer by the experience the customer will get from it, rather than the quality of the product itself. That’s all well and good for people trying to sell holidays, but what to do if you’re selling material goods? Find the experience. Kodak don’t sell cameras, they sell memories. When Apple came out with the iPod, they didn’t sell music players, they sold “1,000 songs in your pocket”.

The Potential Frame

Not all non-sales selling is about you giving to a customer, you may be convincing someone to give to you. Like getting an interviewer to give you a job. When you go to a job interview, if you focus on how much you can grow as much as you focus on your past experience, you actually paint a better picture of yourself. Talk about your potential to grow with in the role as well as your past experience in order to seem like a better candidate for the job.

Pitch, Please!

If you never make your offer, how will anyone get it? Making an offer, is called a “Pitch”. Below are some tips on crafting effective pitches.

The Subject-Line Pitch

When you’re at work, you are busy, you can’t reply to every email. You have things to do and you only want to use your attention on the most useful information brought to you. If this is true for you, it’s going to be true for the people you’re emailing, too. How then, do you get their attention?

Busy people answer useful sounding emails. If you can’t solve a problem at work, the person who solves that problem for you is going to feature pretty heavily in your good books. So, next time you need your boss to reply to your email, try to phrase the headline in a way that sounds most useful to them. Do they need to someone to cover this weekend and you want that overtime pay? Put “I can work this weekend” as your subject-line. Subject-lines are the email equivalents of headlines, they’re all you’ve got to grab the reader’s attention, make them count.

The Specific Ocean

Specificity is key in getting people’s attention. If you read the headline “How To Write Better Pitches”, that could be any number of tips, to anyone for any situation. Therefore, you don’t know if it will directly apply to you, so you don’t care that much. Instead the headline “5 Ways To Pitch Your Promotion To Your Boss, Today”, you now know there are 5 tips, for employees who want a raise and want it today. If those details apply to you, you’re much more likely to read the second post than the first one. When you try to get everyone, you get no one. Better to grab the attention of people who can benefit from your offer.

The One-Word Pitch

The world moves fast, attention moves faster. I don’t have long to draw you in. I need to get my message across, fast. Imagine I could get you to think of my brand every time you hear just one word. Seems impossible right? Lets try it with some other brands.

Search.

Priceless.

Did you think of Google, then Mastercard? If you can get to people in one word, then you have their attention in the shortest time possible. So figure out a way to associate one word with your brand and your brand with one word, to people’s attention instantly.

Tom Cruise And The Dalai Lama Are At A Starbucks…

THE classic improv scene. It turns out, improvisation is incredibly useful in moving people. You can’t prepare for every possible outcome, so being able to think on your feet becomes useful. There are 3 rules of improvisation that make it work.

1) Hear Offers

To really be able to move people, you should be able to really listen to them. Sales isn’t about being able to talk anyone into doing anything you want them to do. It’s about understanding their needs, so you know how you can help them. You have the best chance of understanding if you learn to listen well, with no agenda.

Even phrases that seem like objections can be offers if you learn to listen for them. “I couldn’t possibly pay £100” is the same as saying, I will pay, if you lower the offer. “I can’t make Wednesday”, what about Tuesday? It gets easy to hear offers, once you start listening.

2) Say “yes, and”

You’re trying to get your friends to all go on holiday. Tabitha keeps coming up with excuses. Tabitha is bad at improvisation and doesn’t help solve the problem. Here are Tabitha’s Yes, buts

“Yes, but we can’t afford it”
“Yes, but we can’t make the time”
“Yes, but we will never find a room for all of us”
“Yes, but” just leads to a never ending cycle of excuses where you never make progress.

Instead, try “yes, and”. This leads to positivity and progress towards solving the problem.

“Yes, it is expensive, and we can book ahead to make it cheaper”
“Yes, it’s a lot of time, and if we plan ahead, we can make it work”
“Yes, there are a lot of us, and there is a hotel with enough rooms for all us on this website here…”

Much better to say “yes, and”, right?

3) Make Your Partner Look Good

Negotiation isn’t a zero-sum game. If the other side wins, that doesn’t mean you lose, this isn’t football. In negotiations there can be win-win situations. You can find the best solution for your customer and get a rewards for your offer. Just like in improv scenes, where if you and your partner have a good scene, you both look good, win-win.

If you make your customer look good, they are more likely to feel good and depending on the industry they will become a repeat customer or be more likely to spread good word of mouth about you, so you get more customers, win-win. See the pattern?

Salesman, At Your Service

As a salesperson, you have the opportunity to improve the lives of others. You can solve problems and create joy. The two rules of service are:

  1. Make it personal
  2. Make it purposeful

Make It Personal

A study found that when radiologists were given scans to look at with photos of their patients attached, so they were looking at the person they were helping at the same time as seeing an abstract scan that could be doesn’t evoke any feeling, they were 80% more likely to spot issues not related to the original reason for their hospital visit. This means they were 80% more likely find a cyst when looking at a broken arm, that they wouldn’t have spotted otherwise, and end up saving a life or sparing someone some pain.

To personalise yourself to your customers you could add a picture of yourself to your website, you could write a bio about your story. Now you’re no longer just some faceless business, you’re a human, trying to help. Are you more likely to buy a pie from PieMart inc. or from aunt Deirdre who’s passion for baking pies lead her to quit her job, start up a bakery and make each and every pie with the same love and devotion she gives to the pies she bakes for her nieces and nephews.

Make It Purposeful

In a call centre where the staff were cold calling people to try and raise money for scholarships and other funds for university students, some employees were offered the opportunity to meet some of the scholarship students their calls had brought in donations for. When they heard about how the money they brought in had made university affordable for these students and allowed them to get an education they other wise couldn’t afford, the callers realised why they were doing their job. This resulted in a dramatic increase of donations made as the callers were dialling more and feeling more impassioned in their pitches, now they knew what a difference their job made.

Think about how you will improve the life your customers and you will feel much better than thinking about how much money you will make from the transaction. You will find it more motivating and more fulfilling than trying to make some money.

If you have a recommendation for my next read or have comments about this book summary, please let me know in the comments below.

How To Improve Your Performance At Work In Just 10 Minutes A Day

If like me, your job comes under the umbrella of knowledge work (typically an office job when your knowledge is what contributes most to your job such as procurement, admin or accounting) then it can be difficult to objectively measure your performance from day to day. You could even go months or years and not have a real understanding of how or if your performance has improved.

It turns out, there is a solution that takes just 10 minutes a day, a Work Journal. I’m not talking about “dear diary, today at work I blah blah blah…”, I mean spending 10 minutes at the end of the day, reflecting on what went well and what did not go well that day and how you could possibly make improvements. There are several benefits that come from keeping a Work Journal.

You Will Learn More About Yourself

If you build a habit of taking notes what you did well and what you did not so well, you will start to see common themes in your journal. These themes can then be categorised into strengths and weaknesses, likes and dislikes.

If you focus on your strengths and do less of the things you are weak at, you will start to see your general performance at work increase. By figuring out what you like and dislike doing, you can let your boss know what kinds of projects you enjoy and hopefully they will let you do more of the work you like, so your work itself will be more enjoyable. If you tell your boss that you dislike keeping track of what work you need to bill for or how many hours you worked, they will probably tell you to piss off. No job seems to be free of admin. Maybe instead, you can say “I really enjoyed getting stuck into that problem the other day, I’d like more complicated projects like that”. Sounds much more proactive than whining about admin.

You Will Become More Patient

Learning happens gradually, but it builds. It’s is like compound interest, it keeps building at a faster rate, the more you do it, so it’s a great investment of your time. If you progress just a tiny bit each day, when you look back a year from now, you will see a dramatic increase where all those tiny improvements from each day have added up. This will inspire you to keep learning more, so you get even better. It’s a cycle of improvement.

You Will Learn To Plan better

If you start the journal today, then check your progress tomorrow, you will likely see no result. But, if you are keeping tabs on yourself each day for a few months or years, you can look back over your notes and see progress. You will be able to predict problems that used to seem random. As you look back over your journal entries, you will see that for example the phones go crazy at the same time everyday, so you can make sure to have a clear schedule and be ready for the ensuing chaos. Being prepared for a problem will make it so much easier to handle.

You Will See Personal Growth

Memory is imperfect and completely subjective. Things recorded in ink (or pixels) will stay the same forever. Having this objective record makes observing your patterns of growth that much easier. You will be able to read old journal entries and see how you overcame issues, you will see tasks you used to dread that you now handle with ease. Being able to re-read your own thoughts and feelings from the past will allow you to see how far you have come since then.

If you know of any more benefits of keeping a work journal, please let me know in the comments below.

The Worst Way To Start Your Day

I personally hate the news and tend to avoid it when I can. It just brings me down, makes me feel like the world is in a terrible state and that everything is awful. I suddenly realise how dangerous it is to be alive and that is only a matter of time before we are all killed off by superbugs, the NHS collapses and Brexit tears our country apart.

I used to think I was being overly sensitive and maybe things weren’t that bad after all. Then I would catch the news just before a show I wanted to watch and suddenly the world was ending, people were dying and the internet wasn’t safe anymore.

It turns out, I am not alone, watching just 3 minutes of bad news in the morning makes you 27% more like to report having a bad day up to 6-8 hours later. Sadly, most news we receive is bad news as this sells better and most news outlets aim more to sell than to inform, they’re businesses after all.

How Can You Stay Informed Without The News Getting You Down?

If you feel it is your duty to stay informed, I respect that. But if you want to stay truly informed, you may have to balance your news sources a bit. The news on TV, the web and newspapers is up-to-date, but it isn’t an accurate portrayal of the events around the world. It is mainly the worst parts of what is going or can even be skewed to make it seem more negative than it actually is.

Try Reading a Book

David Cain recommends not watching the news at all, but rather he recommends taking deep dives into books, that offer more balanced viewpoints. The news can give you wider coverage of the worlds events, but you only ever get surface level knowledge that can be explained in little segments. If you read a heavily researched, unbiased book, you could critically analyse the information and create your own informed opinion.

You don’t need to know everything that is happening in the world at any one time and it would be impossible to do so. Better instead to actually understand fewer topics more deeply than hear about many stories without actually understanding the big picture.

Add Some Positivity To The Mix

If you still like to get your news in small bites but don’t want the negative mental health effects of the most common news outlets, you can combat the negativity with a little positivity. Some news sources prefer to focus on what good we can do for the world, rather than the classic British attitude of moaning and getting on with your day. Vox’s Future Perfect offers stories on how we can do better for the world in real actionable ways, see their introduction here and feel inspired.

An Experiment in Editing – 3: The Best Way To Avoid Burnout, Without Slowing Down

The following is the third in a series of posts inspired by Jason Fried’s post on Signal V. Noise about a writing class he would like to teach. In the hypothetical class, he aimed to show that editing and compressing is truly valuable. That’s why the posts get shorter, not just varying in length, he aims to go from the fully explored idea to just the main point of the text. I am going to attempt to do this with several of my posts, as an experiment to see if it helps with my writing skills.

One Line Version

A change is a good as a rest – My driving instructor actually told me that.

One-Paragraph Version

The instinctive way to avoid burnout is to slow down, to not work so hard or to take a break. This doesn’t have to be the case. To keep going, you need to do something that makes you think in a different way to the way you think at work. This is similar to working different muscle groups for your brain, if your arms are tired, your legs will still work fine. If you had some in-depth debates at work, take some quiet time and read a book.

Three-Paragraph Version

If you start feeling stressed and worn out, you know instinctively that you need to take a rest. You can’t keep going forever, your body requires downtime to be more effective in the up-times. So if you have worked too hard for too long you can take a break and go on holiday, then come back feeling refreshed. Maybe you could work less hard to begin with, but if you want to advance your career as quickly as possible and you know your peers aren’t going to slow down, then you could end up getting left behind. That said, I don’t recommend working late, just working hard within your normal working hours.

This is where doing a contrasting cognitive activity helps. What is a contrasting cognitive activity? It’s an activity where you are still using your brain, but you are using it in a different way to the way you do at work, similar to how when you work out at the gym you use different muscle groups on different days. The contrast between the two ways of thinking has been shown to prevent burnout for much more time than doing the same kind of activity for the same amount of time.

This doesn’t mean you have to do something fun at home to offset doing something useful at work, although I do recommend this as well. It’s more about using your brain to accomplish a different kind of task. If you feel you must do something productive for your contrasting activity, you can do so. If you have a very sociable job with lots of talking to clients, you could read a book at home, it can be educational if you still want to learn. If you write code all day, you could write a journal or blog posts at home. Your brain is capable of many different types of activities, so the list is endless, just separate work and home.

Original Post

We’ve all been there, work is just droning on and on. from week to week. Today is no different. You wake up, hit snooze, wish it were still the weekend and slowly drift off to sleep, then 10 minutes later, do it all over again. You drag yourself out of bed and into the shower. That’s over, even getting dressed feels difficult right now. Then there’s the dreary drive, with the never-ending queues of traffic. You finally get to the office and hope nothing major goes wrong, you just want an easy day. You finish, some fuzzy amount of time later, only to realise it’s Monday and you have to do it all over again for the next 4 days.

You swear the job didn’t use to be this bad, that Sally in marketing wasn’t that annoying just a few weeks ago. Yet the spreadsheets you used to tackle with glee (for some people this is true, don’t judge) suddenly look like a grey pile of sludge you have to trudge through. You are stressed. Last week you were stressed. This is what being burnt out feels like.

You see two ways out of this funk:

  1. As soon as you get home, just do nothing. Relax in front of the telly and pretend the whole world away. Then tomorrow, you will feel refreshed.
  2. Don’t work so hard anymore, this feeling is horrible and you don’t want to repeat it.

Here’s the problem, you try plan 1. but you are still stressed the next day, you realise escapism isn’t working, you are just as burnt out as before. On to plan 2. this lasts maybe an hour, then you realise you don’t want to do the bare minimum, you care about doing a good job and you want to progress in your career.

What now? Your two plans have failed. Time to hand in your letter of resignation? No. According to Google’s in-house productivity expert, Lila MacLellan, there is a better way. Google has shown time and time again how successful they can be in cognitively demanding environments, so she must know what she’s talking about, right?

MacLellan recommends doing activities that require you to use your brain in a different way to how you do at work. It’s like when people who go to the gym have different days for different muscles groups, if you did leg day every day, 3 days in a row, your legs would be exhausted and perform more poorly each successive day and you may even injure yourself.

It’s all about using your different brain muscles (figuratively speaking) if you have a super social chatty job like making sales calls one after the other, try quietly reading a book once you get home. If you stay sat at a desk all day, go for a brisk walk in the evening. If you write code at work, try drawing in your spare time. The task can be equally demanding of your brain’s abilities, but it just has to be a different way of using your brain than what got you so fatigued in the first place. Research has shown this to be much more effective in refreshing you from day to day, than just trying to avoid the stress or doing nothing.

This makes your day-to-day life more fun and fulfilling. It will help you to be more resilient, making you feel fresher at work for longer and improving your mood as you will have more skills to handle stress. You can’t avoid stress forever (sadly), but you can become better at handling it.

If you have any stress-busting tips, please let me know in the comments below.

The 3 Types of Burnout And How To Prevent Them

Be like the happy matchstick, don’t burnout!

In my last post, I talked about the best way to avoid burnout without slowing down. I have been reading more since and have found out there are actually 3 distinct types of burnout, that have different causes and different remedies. In this post I will describe each one and the recommended ways to prevent them.

Overload Burnout

This is burnout classic. The most familiar type of burnout and the one I described last post. Overload Burnout is caused by working too hard for too long. The human mind can only focus for so long, focusing is best in short sprints, not marathon sessions. Imagine what trying to sprint for 8 hours straight, 6 days a week for several years would feel like, this is what your brain would be going through, if you worked relentlessly for the same amount of time.

Prolonged burnout, essentially stress, has been linked to serious health issues both mental (depression and anxiety ) and physiological (heart disease, tension, headaches) the list goes on. So preventing burnout, isn’t just something that feels good, it could save your life!

The usual way to deal with Overload Burnout is exercise and taking breaks. Taking a break allows your mind to rest and recuperate. Rest allows your mind to recover, you can approach tasks feeling refreshed and ready to go.

Exercise releases endorphins that are natural stress relievers and feel-good hormones. A repetitive exercise like running allows your mind to focus on something other than work, giving you that contrast between work and non-work that your mind craves.

Under-Challenged Burnout

Ever had the feeling that you aren’t utilising all your skills at work? That you’re just going through the motions and the challenge isn’t there anymore, or maybe it never was. As humans we crave challenge, that’s why we create, why we solve problems, why we compete. Take away our challenges or our creative pursuits and we start to deflate. Life loses its colour, its flavour, you get bored and lose motivation.

If you haven’t learnt anything new at work in the past couple of months (or ever) you may start to feel Under-Challenged Burnout. You’ll notice yourself procrastinating more, not because you are scared of the workload but because it simply bores you, your mind is searching for distraction from the drudgery. You can’t bare to comb through the same set of files, write the same document, or whatever it is you find dull and easy at your job. If this goes on long enough you will start feeling cynical, disengaged and just plain moody at work. You will be less pleasant to be around, you will be rude to your friends and snap at people who don’t deserve it.

Taking breaks or exercising isn’t going to fix this, you need to speed up, not slow down. You need your mojo back. If you want to be inspired at work again (or for the first time), reflect on what drives you as a person. Do you thrive on solving problems others give up on? Do you get a little warm feeling when you make a customer’s day? Think about how you could do more of this at work.

If you love to be creative, find the creativity in your projects, if you get a rush from solving huge complicated problems, find more complex problems to solve. Ask your boss for more challenging projects, no company is short on problems and your boss will probably love to unload some of their problems on to you.

If you can’t find your inspiration at work, consider doing something creative or exciting in your free time, start woodworking, learn to repair bikes, write a blog…

Neglect Burnout

What if you haven’t been slaving away for too long, you haven’t been doing easy, dull tasks for too long, but you still feel burnt out. Maybe you struggle to juggle, all your work and social commitments. You just don’t have the hours in the day to complete all your tasks. You’re putting out fires all day and when you go home, you don’t feel you’ve accomplished anything meaningful. In fact, you swear your task list is longer than when you got in. You feel the responsibilities growing, the pressure rising, the weight of your task list crushing you. It’s hard to breathe and getting harder – you may just have Neglect Burnout.

Neglect burnout is caused by having too much work and/or too difficult work for the level you are currently able to handle. Many people believe asking for help will make them look weak and turning down extra tasks will anger their bosses. So they keep going, saying yes to everything and plugging away. Struggling more and more every day, making no progress, so the work keeps piling on.

Contrary to popular belief, you don’t have to do every task you are assigned. Your boss is (probably) human. Talk to them. Humans love talking. Tell your boss you are struggling with the workload or that you are insufficiently trained to deal with certain types of work and you want to learn how to better achieve those tasks. Together you can work out a training plan to be better prepared for such projects or reduce the number of projects you have going, so you can focus on a more narrow set of objectives, allowing you to make significant progress.

This seems so simple. That’s because it is. I have had a situation where I had more projects than I could meaningfully progress with at work. I was stressed out, because I just didn’t seem to be able to please everyone and as a result I wasn’t pleasing anyone. I couldn’t go on like this. I plucked up the courage to tell my boss, expecting her to tell me that I just needed to work harder and figure it out, only for her to say that while being challenged is good, she didn’t want me to feel overwhelmed. As a result, she prioritised my work for me, delayed some work or passed tasks on to other team members and left me with fewer, more urgent and important tasks to deal with. My stress levels decreased overnight. Try it with your boss, I bet they will react the same way.

If you have any more tips for preventing the three types of burnout or even know of some I wasn’t aware of, please feel free to tell me in the comments below! This post was inspired by Melody Wilding’s post on inc.com

The Best Way To Avoid Burnout, Without Slowing Down

One frazzled brain

We’ve all been there, work is just droning on and on. from week to week. Today is no different. You wake up, hit snooze, wish it were still the weekend and slowly drift off to sleep, then 10 minutes later, do it all over again. You drag yourself out of bed and into the shower. That’s over, even getting dressed feels difficult right now. Then there’s the dreary drive, with the never-ending queues of traffic. You finally get to the office and hope nothing major goes wrong, you just want an easy day. You finish, some fuzzy amount of time later, only to realise it’s Monday and you have to do it all over again for the next 4 days.

You swear the job didn’t use to be this bad, that Sally in marketing wasn’t that annoying just a few weeks ago. Yet the spreadsheets you used to tackle with glee (for some people this is true, don’t judge) suddenly look like a grey pile of sludge you have to trudge through. You are stressed. Last week you were stressed. This is what being burnt out feels like.

You see two ways out of this funk:

  1. As soon as you get home, just do nothing. Relax in front of the telly and pretend the whole world away. Then tomorrow, you will feel refreshed.
  2. Don’t work so hard anymore, this feeling is horrible and you don’t want to repeat it.

Here’s the problem, you try plan 1. but you are still stressed the next day, you realise escapism isn’t working, you are just as burnt out as before. On to plan 2. this lasts maybe an hour, then you realise you don’t want to do the bare minimum, you care about doing a good job and you want to progress in your career.

What now? Your two plans have failed. Time to hand in your letter of resignation? No. According to Google’s in-house productivity expert, Lila MacLellan, there is a better way. Google has shown time and time again how successful they can be in cognitively demanding environments, so she must know what she’s talking about, right?

MacLellan recommends doing activities that require you to use your brain in a different way to how you do at work. It’s like when people who go to the gym have different days for different muscles groups, if you did leg day every day, 3 days in a row, your legs would be exhausted and perform more poorly each successive day and you may even injure yourself.

It’s all about using your different brain muscles (figuratively speaking) if you have a super social chatty job like making sales calls one after the other, try quietly reading a book once you get home. If you stay sat at a desk all day, go for a brisk walk in the evening. If you write code at work, try drawing in your spare time. The task can be equally demanding of your brain’s abilities, but it just has to be a different way of using your brain than what got you so fatigued in the first place. Research has shown this to be much more effective in refreshing you from day to day, than just trying to avoid the stress or doing nothing.

This makes your day-to-day life more fun and fulfilling. It will help you to be more resilient, making you feel fresher at work for longer and improving your mood as you will have more skills to handle stress. You can’t avoid stress forever (sadly), but you can become better at handling it.

If you have any stress-busting tips, please let me know in the comments below.

An Experiment in Editing – 2: What I Discovered When I Tried Warren Buffett’s 5/25 Rule

The following is the second in a series of blog posts inspired by Jason Fried’s post on Signal V. Noise about a writing class he would like to teach. In the hypothetical class, he aimed to show that editing and compressing is truly valuable. That’s why the posts get shorter, not just varying in length, he aims to go from the fully explored idea to just the main point of the text. I am going to attempt to do this with several of my posts, as an experiment to see if it helps with my writing skills.

Original

I saw a video recently about Warren Buffett’s 5/25 rule in which it is claimed that Buffett once had a conversation with his pilot. For anyone who doesn’t know, Warren Buffett is one of the most successful investors in the world and has been top of his game for decades. After realising he’d had the same pilot for 10 years, he was perturbed to find that the pilot had not moved on in all that time. I will be paraphrasing, but Buffett says something along the lines of “if you’ve been working as my pilot for 10 years, I must not be doing my job right” so he instructs the pilot to write down 25 career goals and that he can write anything he wants.

Next Buffett tells the pilot to prioritise the top 5. This is more difficult, but the pilot does it. Now, Buffet asks him

“What will you do with the other 20?”

The pilot says “I will treat these as 2nd best and work on them when I have spare time”

Buffett replies “No. You avoid those at all costs, until you had achieved your top 5.”

Buffett explains that spreading yourself too thin means you don’t make any significant progress towards any of your goals. Focusing on a goals instead, is the key to making progress.

This doesn’t mean that you are limited to do just 5 things for the rest of your life, never trying anything new, just repeating the same cycle of days for the rest of time. BUT you can’t do number 6 until you have achieved ONE of the top 5. This is the crux of the idea.

This idea can be applied to any area of life where you have too many options. Too many options meaning there are multiple things you want to achieve, but you never quite seem to get any of them done, they just remain on a wish list for all time. For example, do you have too many hobby projects you never complete? Too many career skills, so none seem to improve all that much? Too many new business ideas, but you don’t ever seem to start any? All of these can be whittled down to your top 5, allowing you to focus and make real progress.

I tried this for myself. I don’t have 25 career aspirations, so I wrote down 25 things I want to do in my life in general from hobbies, to work, to travel. The top 5 I prioritised, see below:

  1. Improve my writing
  2. Improve my blog
  3. Exercise regularly
  4. Travel outside Europe
  5. Start a side-Hustle
  1. I have been reading more and more lately about the benefits of being able to write well, which was part of my inspiration to start a blog, so that was always going to end up on this list.
  2. This blog is new, there’s lots of room to grow and improve, but I’m enjoying the process so far With a lot of practice I hope to be writing better articles, have a better website and anything else that would make the blog better.
  3. I have been trying to do this for years, but I always give up a few weeks in. I was recently pointed towards “Couch to 5k”, which aims to make running a habit by easing you in. Instead of going too hard too soon and quitting, as I always have done in the past, you build up to longer runs until you can do 5k even if you started from a point of doing no exercise at all. The best part for me has been the structure the app provides, as I tend to just run hard, then get tired and never want to run again.
  4. I love to go on solo-travel trips, but I have played it pretty safe so far, going to European cities where pretty much everyone speaks English and the culture isn’t too different to our own. I want to go further away and experience more, even if it is a little scary to not speak the language or know all the customs, that’s part of the fun, right?
  5. I recently read a fantastic book by Chris Guillebau, in which he describes the merits of having a “side-hustle” and how to start one. The book is very clearly written and inspiring, with great advice. I aim to write a post on it someday soon. The main reason the idea drew me in, is it allows you to have a project of your own, that gives you a sense of achieving something of your own. Guillebeau says it’s not about workaholism, having a second job would be a nightmare for many people. Side-hustles come come in many different forms, as you can see on his podcast it’s a creative outlet for some people for others it gives them a sense of independence. It’s a great way to do some work you enjoy, just for you, without going all in and quitting your job to start a business.

If this post or the original video inspires you to try the idea for yourself, please let me know in the comments below, how it worked out for you!

One Page

Warren Buffett’s 5/25 rule, comes from an anecdote where, it is claimed that he wanted to help advance the career of his pilot after realising the pilot had had the same position for 10 years. In order to do this, he questioned the pilot about his top 25 career ambitions, making it clear to the man, that nothing was off-limits.

Now that the pilot had his list of 25 career goals, Buffett told him to prioritise them in from most important to least and then circle the top 5. Once this was done, Buffett asked his pilot “now that you have your top 5, how will you treat the other 20?”

The pilot replies “I will focus on the top 5 and work on the other 20 in my spare time”

Buffet says “No. The other 20 are now your list of goals you will avoid at all costs, until you have completed one of the first 5, then you may move on to number 6”.

Buffett’s thinking, was that by spreading ourselves too thin, we end up making little to no improvement at all in the goals we have set ourselves. It is better to focus on a smaller, narrower range of things until you have reached one of those goals, then progress on to the next one, so at any one time, you only have 5 goals vying for your attention.

I tried to do this for myself, my top 5 being :

  1. Improve my writing
  2. Improve my blog
  3. Exercise regularly
  4. Travel outside Europe
  5. Start a Side-Hustle

1. I want to improve my writing for many reasons: work, this blog, being able to communicate better, being able to organise my thoughts better, being able to argue better, this list goes on.

2. I find writing this blog to be a very rewarding hobby, so improving it should hopefully improve that satisfaction.

3. Exercise is just good for you and I haven’t had a regular habit of exercising well since I was at university. The health benefits and benefits it provides to my mood and well-being have been sorely missed.

4. I enjoy solo-travel trips, but I am starting to think I have played it safe for too long, I want to fly further afield and see more of the world than just my home continent.

5. I recently read Chris Guillebeau’s book on Side-Hustles and was convinced by him that it’s not some workaholic’s dream, it’s more about having a project you do for yourself that you can enjoy, be creative in or just use to provide yourself with a little extra money and therefore independence.

3 Paragraphs

Warren Buffett’s 5/25 rule is a rule where a person lists their 25 top goals for their career, then prioritises the top 5 and finally ignores the other 20. That seems counter-intuitive, but the idea is to focus on fewer goals more intensely to achieve real results, rather than making next to no progress across many many goals. You don’t have to never do anything other than the top 5 though, once you complete one you can move on to goal 6 and so on, until all 25 are completed.

I tried this for myself, my top 5 are:

  1. Improve my writing
  2. Improve my blog
  3. Exercise regularly
  4. Travel outside Europe
  5. Start a Side-Hustle

1. I want to improve my writing as I see it as a valuable skill in life and work.

2. I want to improve my blog as I enjoy the hobby and want to make it as good as it can be.

3. I want to exercise more regularly to improve my health and well-being

4. Europe is safe and familiar, travel is about new experiences, so I want to go further to find newer experiences.

5. I like the concept of creating a project for myself and I need more money!

One Paragraph

Warren Buffett’s 5/25 rule is about listing your top 25 career goals, prioritising the top 5 and forgetting about the rest. Only moving on to goal 6 when one of the top 5 is completed. I tried this for myself and found I want to focus on writing, blogging, exercising, more adventurous travel and starting a Side-Hustle.

One Sentence

Focus on your most important goals, don’t think about the rest until you have succeeded in these goals first.