Paralysis by Presentation

Have you ever been hypnotised? You may not know it yet, but even if you think you’ve never been hypnotised it possibly happened whilst you were at work.

You may find this story of a coincidence enlightening.

I recently had the opportunity to participate in a group hypnosis session. It turns out I’m not particularly susceptible to hypnosis but after 20 minutes we were given a suggestion that we couldn’t move our arms. I wanted to prove I wasn’t hypnotised; I knew I could move if I really wanted to, but, somehow just didn’t drum up the energy to move – it was far too comfortable lying there without moving and I was effectively paralysed. This is apparently quite a normal experience of hypnosis.

Last week I found myself behaving in the same way but this time I hadn’t willingly or knowingly been hypnotised – and it wasn’t the intention of the ‘hypnotist’ either. At an economic forum update the room was comfortably warm, the seats were deep, the lights were dimmed for the slides and the speaker was familiar with his material.

After about 30 minutes he asked for questions. Nobody volunteered, so the facilitator asked some questions of the ‘expert panel’. One of them made a very interesting point with which I agreed wholeheartedly and wanted to voice my agreement, but I couldn’t rouse myself to say or do anything; I felt paralysed. And then I realised it was exactly the same physical and mental state as when I’d been hypnotised.

The conditions for this, and many presentations, are similar to those deliberately chosen for the hypnosis session; muted lighting, comfortable warm surroundings, lots of other people being still, and a voice talking to us.

And, on reflection, how often do speakers experience difficulty in getting the audience to actively participate or ask questions at the end of a presentation – are we regularly in a state of light hypnosis?

In a hypnotic state we absorb information quite effectively so this is one way way to present information to people. But a key feature of hypnosis is that the critical faculties are turned off – they stop evaluating what they see, hear or feel.

So if you need people to actively absorb information you present, and particularly if you want them to consider it, challenge it or engage with it, presenting it through the power of hypnosis is not the most effective way of doing it.

But that’s exactly what many, many presentations do.

Do you ever find that people said they were interested in your ideas before your presentation but then it’s really hard to get them to respond once you’ve got started; or you’ve told a group that you’d really like this to be interactive and they are to ask questions and then feel frustrated when nobody asks any. Even more frustrating is the experience when you’ve asked for a decision and then find people seem to be going against it when they are back in the office?

Then perhaps you may want to consider what state they are in when you present the information to them. Perhaps they are literally in no fit state to critically evaluate the information they’ve been given and respond. They can only do that when they’ve been reawakened by walking back to the office – by which time it may be too late.

So have you ever been hypnotised? Have you ever been a hypnotist yourself?

Interpreting Productivity Rate

Productivity rate is an important economic concept that measures the efficiency of a production process which is basically the transformation of inputs into certain outputs. It may be affected by factors such as technological advancements, change in firm size and other changes in the organizational structure.

Some economists simply define productivity as the ratio of the return or output to the investment or input. Inputs of production may be material or immaterial. These pertain to the factors of production which are labor, energy, capital, services and raw materials. These are combined through the production process to create tools for consumption. Output, on the other hand, pertains to the number of services and goods that result from production. Productivity is not the same as production output although they may be related. In fact, gains in productivity may be obtained even without an increase in output if inputs are utilized efficiently.

Productivity can be measured in two ways. It can be measured by using a combination of all factors of production or it can be measured from the standpoint of one production factor alone. When all production factors are considered, it is called multifactor productivity. When only one productivity factor is measured, it is called partial measure of productivity. Among all partial measures, labor productivity is the most frequently used. Multifactor productivity refers to the output per unit of a combination of all production factors. On the other hand, labor productivity refers to the output per hour worked. In terms of data, it is more demanding to measure multifactor productivity. This is because sufficient data on output and input volume and value would have to be obtained. A method to aggregate all production factors into a common index may also have to be devised.

According to economists, there are three ways to improve productivity. This can be done by increasing the output rate on the same input rate or it could be done by reducing the input rate on the same output rate. The same is also the result when the cycle time, or the time needed to complete a process or a sequence, is reduced on the same productivity rate. Productivity gains stand to benefit a lot of people. They will translate to wage increases and increased purchasing power of workers. They will also mean higher profits for businesses and higher tax revenues for the government. Aside from increasing profits for businesses, productivity gains will also mean an increased competitiveness for them because it reflects the correlation between prices of resources or inputs and productivity.

Several productivity studies have already been undertaken to identify ways on how to increase the productivity rate of organizations. It has been revealed from these studies that efficiency or the value of output vis a vis the input costs, has a tremendous effect on productivity. In addition, these studies revealed that automation and computerization have allowed companies to increase their productivity. Social experiments conducted also revealed that steps undertaken by companies to make the working environment more comfortable such as air-conditioning systems, ergonomic designs, influenced their employees to be more productive.

A Novel Marketing Approach to Capture the Attention of the Present Day Customer

The world has undergone tremendous changes over a past few decades. Some of the watershed events have taken place in a quick span of time and have altered the thinking of the common man and to some extent his leaders also. In such circumstances it is not an easy job to identify the needs, demands, and desires of the common man. More so when in the present times the customer is deluged with a flood of information and has a variety of different products and services to choose from. A novel as well as an effective approach is required to market any company’s products and services. One way is to incorporate a fine balance of human endeavor as well as technological expertise in achieving the desired marketing objectives. Software like CRM software, sales software, and sales force automation can help organizations in achieving their marketing targets.

The real body of a Business CRM needs to be understood before adopting it as a marketing strategy. Sales CRM or customer relationship management includes the technical as well as human aspects of marketing. These novel methodologies can help organizations in having a better control over their sales objectives, cold leads and conversions. Software like sales force automation and sales CRM software can help identify the real needs of the customer and how organizations can cater to those needs. The business CRM is one of the most cost effective methodologies to manage the sales processes of an organization. Right from the beginning of the marketing campaign to its end the sales CRM can prove to be one of the most effective tools for marketing.

A finer blend of human endeavor and modern technology can be the ultimate solution to the marketing needs in the present times. Business CRM can go a long way in achieving the maximum output from the marketing efforts of an organization.