We have all been in the position where we have had to predict some performance or business event. It is a key part of leadership and management whether you are in general business, sales, or any other business discipline. There are those that are good at it and those that “needs improvement” if I may use the ratings jargon that we are all familiar with.

I have found that those that are good at this type of predictive management have the gift of not only assuming others points of view – being able to look at things from where others do, but also have the ability to assume the perspective of others – being able to look at things how others do. It seems that the difference is subtle but the results can change dramatically.

The key here is that when we look at issues from others points of view we still have the tendency to ascribe our preferences and biases to the view. Someone who is risk averse may not see the same opportunity as someone with a higher risk tolerance regardless of the point of view.

It is these perspective mismatches that can then lead to the issues. What may be blatantly obvious to one regardless of where it was viewed, may make no sense at all to another regardless of how it is described.

Successful business and sales requires you to not only look at things from where others are standing, but also to try and look at it through their eyes. You can not ascribe your preferences to others because then you are always expecting others to “see it your way”.