Are You Going to Memorize That?

For many of us, memorizing content dates back to grade school. In third grade, it was usually poetry or an element of a famous speech in history.

Ask a third-grade teacher, and they’ll tell you why they assign it. Memorization builds confidence, it develops young brains and it helps young students think more about the meaning beneath the words.

But those values don’t hold up with business content and in business settings. In fact, memorizing is a huge liability for a speaker for the same reasons it may be a good idea for a third grader.

As a communicator, you’re not trying to think beneath the words, you’re trying to influence through them. You’re not trying to put stress on your brain to remember a word, you’re trying to leverage a thought to draw a response from an audience. And while it may feel confident as a step of preparation, it quickly becomes obvious that someone is uncomfortable with memorized content because it’s written all over their face.

If your preparation strategy is memorization, it’s time to break that habit.

What should you do instead?

Ironically, what we see on a communicator’s face is pretty consistent between a third grader and an adult. Do you remember watching young classmates stand up and recite poetry? It was clear they were searching for words, it was clear that they were trying to rush through it, and it was clear they weren’t aware of anyone else in the room.

That’s still very recognizable on any communicator’s face.

Technically, to repeat thoughts from memory requires someone to be in their head. Through the years, we can get better at stringing words together and visualizing that string of words to recite them in order. But it’s a technique that keeps your focus in your head and blocks any awareness of or connection to the listeners. That’s why it’s also the most common cause of losing your place.

Instead, start with the most basic point of communication: the listener.

The point of communication is not to push out information; it’s to pull in listeners. Think about it. That’s what you do in 1:1 conversations every day. When you talk to a colleague, your goal isn’t just to tell them something. Your goal is to get their reaction to it. In fact, when we don’t get a reaction, we tend to stop talking about a topic and move on to something else.

Years ago, I was coaching a client to get out of his head. In his case, it was easy to see what he was doing because his face was void of expression, his voice was monotone, and he looked away to get his thoughts. When I talked to him about pushing out information versus pulling in people, he was surprised by my expectation.

In fact, he told me that he’d never thought about what people did with his information. Instead, he thought of it as showing up and dumping all of his information on a conference table in front of people and assumed that they took what they needed. He hadn’t considered that the way he said it impacted how they heard it.

But it does.

Audiences only retain about 10-30% of what they hear. The difference in those percentages seems to be how hard the communicator works to influence an idea.

So, how do you prepare effectively?

These five steps will help a communicator develop an effective approach:

First, set the flow of a storyline. If you’ve worked with SW&A on content, then you know that we organize ideas with the listener in mind. This creates alignment and an easy way to engage listeners in any conversation or presentation. It also helps a communicator adopt an order to content that is easy to follow consistently.

Second, expand ideas into details. For important presentations, invest the time to build a talk track and put intention to how details are explained. This helps you add color commentary and interest with stories and examples. The level below the big ideas is where the communicator captures their own emotion and unique way of sharing points.

Third, visualize the ideas. Your visuals should follow your content, not the other way around. Visuals are a powerful part of content development if they’re used in the right place. But you can’t build the flow of content through visuals because visuals are tied to details. When you leverage visuals once the details have taken shape, you’ll use them much more effectively.

Fourth, practice from an outline. The talk track got your own words on a page, but it’s not what you use to practice. You practice with an outline. The talk track helped details take shape. The outline pulls you back to focus on leading a listener through ideas and not getting bogged down in word choice. In fact as you practice with an outline, you’ll notice that you use different words to get across the same stories and examples. And it’s much easier to settle in with what comes to mind versus keeping your mind focused to retrieve the word.

Fifth, practice out loud. That’s what builds confidence. When you hear the words, you own the words. When you feel the delivery of an idea or the ownership of a story, your style attaches to content and increases your ability to influence.

These five steps are a better way to develop content and approach an audience a little smarter than a third grader. We’ll show you how!

Click here to sign up to join Sally for a FREE group coaching session to discuss this topic!

 

Influencing Clients Through Compelling Communication

As the second month of the year wraps up, so have the sales kick-off meetings.  Across all B:B sales teams, internal meetings have set the strategy and the revenue goals to supercharge the year ahead. New solutions and big expectations for what the sales team can accomplish. And at each of these meetings, salespeople get new product features and new demonstrations, but not always added support and coaching on how to advance client conversations. And that’s the most essential part of expanding relationships.

It’s the paradigm in relationships that every salesperson experiences.

You’ve got a group of relationships that you’ve developed over time. It started by bringing the right solution to a problem. It continued as you delivered outcomes, and at some point, it took hold as you built trust. Today, you have a base of clients who value your product(s) and trust your inputs. So much so that as time passes, complacency settles in.

Not because you aren’t earnest. More because you didn’t know how to get beyond your current reputation.

Unintentionally, as you delivered outcomes, your customers aligned those outcomes to your company’s brand. And so, you’re known by one solution, not a whole family of solutions.

Or in today’s environment, you have new solutions that weren’t even a part of your portfolio when you started the relationship. And the paradigm becomes the more you solve for one kind of problem, the deeper the impression sets as the company with that solution.

• If you sold a retailer a new e-payment solution…it may be hard to expand that relationship to offer security solutions.
• If you positioned an HR tool for tracking employee data…it may be challenging to reposition that same tool with marketing for tracking consumer analytics.
• Or if you sold a technology that simplifies finance functions…it’s hard to repackage it as an operational tool that simplifies supply chain functions.

But those are the common asks of most B2B sales teams today.

So, How Do You Solve It?

As companies expand their offerings, apply technologies to more complex problems and race to see who can embed the best AI solutions everywhere and in everything, capabilities and offerings are changing overnight. Yesterday’s go-to-market story has evolved so much that even the sales team isn’t quite sure how to tell it. And if they’re going to get to new buyers and drive increased revenue, they’re going to have to broaden the conversation.

We’ve seen many of the sales toolkits roll out this year, and that’s the tool sales teams need that’s missing.

“The methodology to broaden, expand or change a conversation”

Salespeople are armed with your company’s latest offerings and capabilities. But they aren’t given a lot of support in how to evolve conversations to get all those new solutions in front of the right people.

In the past, it happened organically over time. The more time they spent in an account, the more people they met. And they could leverage the relationship by being knowledgeable and responsive.

But time seems to be the only thing companies aren’t counting on these days. There’s an urgency to pull related capabilities together and introduce a broader family of solutions that reaches into multiple areas of a company. And that requires sales team to shift conversations faster as they compete with new players and different objectives.

That’s why we’re helping sales groups rethink how they leverage our storyline process.

Since it’s built from a listener’s perspective, the idea of setting perspective with insights is a strong starting point. It’s helped hundreds of sales teams learn how to frame expertise against a customer’s needs rather than their own capabilities. And we’re showing teams how to leverage the same concept to broaden and shift conversations. In many cases, we’re building templates for specific situations which helps a group accelerate faster.

If you’ve introduced our foundational storyline to your team, here’s how you can leverage it further:

• We coach teams to use outside insights to pivot inside beliefs. By doing this, we can help a group lift the altitude of perspective and broaden a conversation to get to other areas of a company.
• We coach teams to minimize a roadblock by setting broader alignment to an ideal state and positioning a roadblock as one element that they can resolve to get to that state.
• And we coach teams to create a bias toward action by bringing options and risks to customers rather than single recommendations.

The pace at which companies are eager to move starts with sales teams who are confident and capable of broadening conversations. It isn’t easy.  It’s a different conversation, and an essential one, to expand relationships quickly. If you’ve armed your group with new product capabilities and bigger revenue expectations, but you forgot about the communication essentials, it’s not too late.

Let’s talk about how to reset relationships and get your team in the right conversations.

We’re here when you need us!

Want a free 15-minute consultation with us to see how we can help you or your leaders? Book a call now!

Do I Need a Coach?

Last year, I spent a lot of time on airplanes which can lead to a lot of introductory conversations. And when you introduce yourself as a communication coach, most seatmates have questions. The most common one is:

Do you think I need a coach?

A complex question which always gets a broad response from me: “It depends.” And from there, I learn a lot about someone’s career path and aspirations to date.

If I were sitting next to you, I’d say:

If this is the year that you want to get beyond roadblocks that have held back your career advancement and visibility…coaching is a great option.

Or if this is the year that you’ve been handed a great opportunity and it’s getting bigger and moving faster than you expected…coaching is a great option.

Communications coaching can help you push through almost any obstacle or excel at almost any opportunity.

But coaching doesn’t make sense if you’ve earmarked this as the year you want to coast or stand still. The value of coaching gets diluted when you don’t have any expectations or outcomes aligned to it.

If our practice is any indication, executive coaching is up by almost 30% in comparison to other leadership development programs. And the reason is the urgency to get results and the desire for hands-on support across leadership levels.

Our practice is built on two formats: group workshops and individual coaching. So, we’re not partial to one over the other. But where workshops rely on hypothetical situations and commonalities across a group of people to coach new skills, 1:1 coaching shifts from hypotheticals to real situations and from potential outcomes to desired results.

And I think that’s why we’ve seen such growth in executive coaching. The pace of work and expectations from work have increased significantly. And people who are in positions that carry the weight of those expectations want individual support at their fingertips.

But back to the introductory conversation. If we continue to talk about coaching, I’m likely to say:

The question isn’t really whether you need a coach because most people find value in coaching.

The most important question is how to choose a coach.

And that’s a conversation we have every day.

Chemistry Comes First: A one-on-one coaching engagement is a lot about chemistry between you and the coach. And most people set an introductory call to test this. But a lot of people don’t know how to interview a coach or consider what chemistry really means.

An initial reaction to someone is pretty easy. But more important than finding a coach you like is finding a coach who adds value.

Having been interviewed hundreds of times, many people approach the interview by diving into all their challenges or sharing all the feedback they’ve received and asking for a “diagnosis.” And it’s helpful to give a coach some perspective and focus for an engagement. But the coach doesn’t know you yet, so they won’t have all the answers.

Instead, consider one specific situation to share with the coach and see how they coach you around it. This will highlight how the coach gains insights, approaches situations and leads a discussion with you.

Learn about Approach & Process: If you bring an example as noted above, you’ll see the approach illustrated. And it easily leads to discussion of what to expect and how to manage the engagement. And that leads to process.

There are many coaches who have “fallen” into coaching as a next step to their own career experience. Expertise and experience are not the same thing, especially in the world of communication. If you want to mimic the way someone else has done something, you may prefer to have a mentor in your field or organization.

But if you want to strengthen and deepen your own skill set, then you want someone who has expertise in skill development.

Balance Process & Priorities: There’s a balance between following a process and prioritizing someone’s situations. And the best coaches do it well. But a less experienced coach may lean too much one way or the other. The “process” coach builds a plan and follows it to the letter. Each session is mapped out against goals. But there is little flexibility to shift from it. And that means your discussions will stay hypothetical or in parallel to your work, not immersed in it. And that loses a lot of value the coach can have working through situations that are in front of you.

A coach without process will let you run the show which means they react to what you bring them. This may keep your priorities front and center, but it also puts all the impetus of preparation on you. And that often adds more work versus more coaching.

In communication coaching, our formula for coaching is a balance of skills and situations. So, we drive a process that flexes to your needs and priorities. That ensures you leave us with an expanded toolkit and confidence in the application of those skills because we adopted and adapted them to your situations throughout the engagement.

As my seat mate, you don’t really want the details of our process yet. So, I don’t map it out. Instead, I wrap-up our discussion with one final point.

At some point in your career, you will leverage a coach. It may be for a peak in your career to support added responsibility. It may be for a valley in your career to work through roadblocks. Or it may be for all the steps between the peaks and valleys.

You have to decide when the timing is right for you. Communication coaching is different than coaching for tennis or golf. It isn’t about when you have the time for it. It’s about when you have the greatest need. And when you do, it’s time.

We’re here when you need us!

Want a free 15-minute consultation with us to see how we can help you or your leaders? Book a call now!

Who Owns Your Conference Throughline?

Every year, we support conferences, sometimes helping with a few keynotes and sometimes supporting the entire three-day production. Regardless of our role, our first step is to ask for the messaging document. But we rarely get it when we ask for it.

Instead, we get the run of show from the production company with a well-mapped timeline. Or we get a framing document from the internal team that explains the conference theme and experience. And occasionally, we just get a list of speakers with their topics and what we need to improve.

What we’re asking for is a view of how messages align, overlap and lead to key takeaways for the listeners. That’s what we call the throughline.

And more than half of the time, no one really owns it.

If that’s hard to believe, consider the key players who are pulling conference details together:

• The production company is focused on the event…and they deliver on the look and feel in a ballroom.
• The marketing team is about the experience…and they deliver on the look and feel outside the ballroom.

And it continues across technology support, events teams etc. People deliver on what they’ve been asked to do. But the throughline isn’t embedded in the process.

In fact, if you walked into a rehearsal the day before the conference begins, you’d see that a lot of what the audience will experience works well without speakers at all! The energy in the room comes from music. The visual concepts within the room create an experience and illicit emotion without words. In many cases, the quality of the production is well ahead of the quality of the messaging.

And the obvious question is: Is that OK?

It depends on your expectations for the conference.

If the outcome you’ve agreed on is that clients and employees feel entertained and connected to each other, then your goal may be accomplished with energy and entertainment. You may not need to worry about aligning messaging at all. Speakers can bring individual thoughts and worry less about being part of a total picture. But if the outcome you want includes follow-up actions, peaked interest in a new product, buy-in to a new approach, or sales calls to accelerate deals, you’ll never get there if messaging is not aligned and repeated consistently in the midst of all the entertainment and energy.

And that’s what a throughline is designed to do.

By helping internal teams align to six key steps, we ensure that conferences are developed around best practices that set the bar higher than a fun experience and deliver on outcomes and momentum that continues well after the event itself has wrapped up.

Here are our best practices.

STEP ONE: Set the Content Team & Process
The sweat equity required to align messages to a theme should happen as a first step. Messaging should lead the production element, the entertainment element, and everything else that happens in the room. But often, a production company is engaged before the theme is ever considered. And when you do that, you lose the flexibility to imagine the experience that best supports the outcomes you’re trying to deliver. This is when the throughline is developed.

STEP TWO: Align the Communicators to Messaging
Your communicators need to be aligned to a full picture of what you are trying to accomplish rather than treated as a separate component. Do you get their buy-in right up front as the throughline takes shape? Or do you get their attention in the last mile when you’re trying to nail down key points you want them to cover?

They are integral pieces of the through line, and that’s where challenge comes in. When conferences are treated as productions and events, the good thinking and talent resource goes toward planning the event. But if the theme isn’t talked out with the key communicators, you don’t have buy-in to the concept. And you’ll hit misalignment when they come in later in the process. Before anything else moves ahead, agreement to the throughline helps everyone support the event based on messaging. The throughline creates a clean and clear blueprint that should drive all the other components.

STEP THREE: Build Content & Context
While the creative teams join the conversation in step one, they leverage the message document to bring an experience to life. Once the messaging and throughline is set, it’s much easier to allow creative teams to do what they do best – without input or friction from the content owners. We create a separation between the two elements for production which gives the creative side full ownership for context and keeps the content creators very much in the lane of messaging.

When the content side tries to leverage a creative document to drive their process, roles get blurred and inevitably the creative side gets too much input into their process.

STEP FOUR: Blend Content & Context
Midway through the development, the content and context sides come back together. This gives both distinctly different elements a chance to see the full picture framed up and to gauge and adjust how well each component delivers the desired outcomes. If done at a midpoint, it also gives the creative team time to enhance the experience with elements leading up to and following up after the event. This step evaluates and edits at the midpoint to support repeatability and extend the memorability of what’s said. It also identifies the transitions and simple add-ons that can help ensure takeaways.

STEP FIVE: Add Supporting Roles
For most big events, companies rely on an MC to make all the transitions.

It’s a hard role. MC’s may be hired talent or someone inside the company who’s got a good stage presence. When step four happens at the right time, the role of an MC is defined clearly and linked to the throughline and flow of messaging. When it doesn’t happen, the MC becomes more of a comedian or stand-alone element that keeps the audience engaged and gives out details of what happens next throughout the day.

When this is seen as an intentional step after the blend of content and context, the MC role is leveraged more effectively. And it can be a more focused guide through the content rather than just an entertainer transitioning from one speaker to another.

STEP SIX: Measure Outcomes
Before you wrap it up, ask for feedback. And if you’re driving toward outcomes, you need feedback on two components: content and context. Measure context first. This can be done on the final day as people head to the airport. They’re thinking about the event itself and what they experienced. It’s good measurement against what you wanted the experience to deliver.

But more important is measuring the content impact. And that’s the outcome you wanted to reach. One month after the conference, what do your attendees say? Have they booked a follow-up meeting or moved exploration of a product further? Measuring content and context separately helps you gauge whether you’re investing too heavily in one or the other. And if you’re really delivering against all expectations for the conference.

 

The steps above make a big difference in moving from high entertainment to high impact. And we can help you do it. Whether you leverage us for two steps or all six, we can help your conference gain repeatability and memorability that will deliver outcomes throughout the year.

We’re here when you need us!

Want a free 15-minute consultation with us to see how we can help you or your leaders? Book a call now!

2025 Priority: The Leadership Team

It’s time to plan for the year ahead, leadership and L&D teams are outlining their plans against business priorities and focus. Since we work across a broad spectrum of clients, we can be an indicator of trends that are beginning to emerge and how other companies are prioritizing them. And we’re often asked: “what do you see as the priority?”

The group that’s emerging as a priority for development focus in many companies is the leadership team itself. And it’s not surprising when you consider the pace of work and expected acceleration in results, the change in work with transformative capabilities like AI and the ever-evolving way of working across the workforce. Add to that, almost half of the leaders sitting in the top seats are new to those seats based on acquisitions, early retirements and C-Suite movement.

Individually, top leaders have always been a priority in terms of upleveling communication skills, approaching new settings and new audiences, and driving impact with messaging and storytelling. But this focus isn’t on the individuals as much as the team.

Over the last year, we’ve been asked to help the senior team:

• Carry a message across a company
• Collaborate more effectively for faster decisioning
• Balance likeability and accountability with employee base
• Strengthen their visibility and authenticity in video communication

Essentially, it’s working better as a team to manage communication going up to their Board and key stakeholders to gain support, across to their peers and business partners to balance different perspectives, and down to employees to keep engagement high with their employees.

As we worked across different teams, here’s what we learned beneath each of those requests.

Leadership Brands:

Leaders have to stay visible within companies and industries to have impact. They have to position a point of view and reinforce it almost as a campaign to be sure it takes hold within their organizations. It’s gotten harder to do that as new ways of working settle in. And they’ve had to rethink how they communicate in terms of format to be sure their communication has reach and impact.

We’ve helped leaders think about where authenticity shows up best, how messaging is best reinforced, and the intention communication takes to add flexibility to how everyone else consumes it. One area we’ve focused on a lot is the use of video. And while a lot of this coaching happens individually, we’ve worked with entire teams recently to consider their reach collectively and to streamline formats for consistency across the company.

The Enterprise Voice:

This is one of the hardest areas to align a leadership team. Most have had distinct voices as leaders, and as senior leaders, they recognize the need to align as one voice. It makes sense conceptually, but it’s hard to get a group of leaders to follow it. It takes a process and an understanding of how to balance their voice and the company’s voice on key topics. And they can get lost in understanding it takes all of them to carry a message forward.

In most cases, we aren’t producing the messaging for clients. We’re coaching this team to work with the messaging they’re given by internal teams to find ways to align to the enterprise voice while still staying authentic to their individual ones. Leaders often feel they lose their own voice to the company voice, and we coach teams how to effectively balance the two and distinguish between them.

Peer Decisioning & Alignment

One sound bite we heard throughout the last year was “we have division leaders, not enterprise leaders.” And what they mean is that their leaders are very skilled at leading their functional areas. But they often get stuck gaining alignment across their peer group because they don’t take the time to balance perspectives.

Our coaching has focused on finding common ground and aligning to another leader’s value. Peers aren’t always quick to say yes, and they say it’s because they don’t see value for their own organization or the full enterprise. It’s one of the most critical communication skills needed on top teams because it’s the only way they can move quickly.

The Employee Base

Bench strength got thin following the pandemic as seasoned leaders took early retirement and allowed some to catapult quickly to top roles. In many cases, they haven’t learned how to manage  communication with large groups of employees. It isn’t a new skill need, but it’s become a more  apparent one. Companies are just busy and they’re moving fast. The catalyst of that movement is top down, but communicating what’s happening and why it’s happening isn’t always met with the same priority and focus.

Leaders miss an important opportunity and sometimes even set themselves up for risks when they aren’t well prepared. We help teams build the rigor of preparation and the skills of storytelling to make sure they gain repeatability and impact with one of their most important audiences.

The leadership team isn’t the only priority we’ve experienced.

Middle managers are still a focus as companies see increased visibility as a benefit and a liability. Expectations haven’t changed around how managers communicate with leaders, both in terms of the ability to structure a storyline and to lead a conversation with confidence. We continue to tailor the format and focus of our Leading Executive Conversation programs, and it remains one of the most popular ways to combine content development with executive presence.

We have lots of new topics on our mind and enjoy learning ourselves as companies plan for the year ahead. And we hope there’s a conversation ahead with you about leadership and communication as a part of your planning.

We’re here when you need us!

Want a free 15-minute consultation with us to see how we can help you or your leaders? Book a call now!

Meetings Going Nowhere

Has it really been eight months since we shifted to a different way of working?  Somehow…it has!   In fact, it’s been long enough that email tags have shifted from “working from home” to “back at work,” “in and out of the office” and “still at home.”

We’ve talked to people through the different iterations of virtual work, and some interesting trends have emerged around how people work and communicate with each other.

In March, the early response we heard was: “This really works!” “This is great.” “We got this.” “We’re much more effective than we thought we would be.”

At the time, we assumed virtual work was going well because people knew the work they needed to do.  Big initiatives were already in place for 2020.  Most people were in a phase of execution, and once home, they focused on the things they had to do.

Fast forward six months, and the insights have shifted significantly.  Now we hear:

• “This is really hard to do.”
• “It’s impossible to get the input you need.”
• “I feel like I’m missing direction.”
• “I’m so sick of working alone.”

People hear about others going back to work and seem envious. They say they want to go back to the office.  I think they really want to go back to working with each other. Because one consistent theme we’re heard all along is: virtual communication is harder.

People say:

• “There’s just no response when you lead a meeting.”
• “I can’t get people to participate.”
• “It takes twice as long to get a decision.”
• “I’m always misunderstood.”

And it’s why we’ve dubbed this a trend: meetings going nowhere.

Virtual meetings aren’t as effective as they need to be.  In fact, they seem a little chaotic when you ask people what’s going wrong.

• “There are too many people talking.”
• “Agendas aren’t clear.”
• “No one seems sure what the point of the meeting is.”
• “There are too many people in the meeting.”
• “No one seems to be in charge.”

A virtual meeting is different than an in-person meeting.  It can be run effectively, but it takes a lot more work to get it organized.  And even though it’s been eight months, few people have built a skill set for leading virtual meetings well. They’re relying on skills they’ve used for years, and from a listener’s perspective, they don’t translate well.

Here’s the root cause: while the “work from home” setting made everything about communication feel more impromptu and casual, it’s actually the opposite. An effective virtual meeting requires more structure to keep a group focused and on task. The discussion itself may be informal, but it takes work to get a group involved.

 

Here are a few of the differences that we’re helping managers and leaders consider.

BRAINSTORMING SESSIONS:

This is the hardest format to transfer to a virtual setting.  Hard to believe, because most people love these meetings! They start with a few concepts and quickly build to some great ideas.  It’s the strength of an in-person discussion, and it works because people are 100% focused on being in the room, and they build off of energy and enthusiasm of others. People are very visible, and they work hard to contribute. In fact, they feel a little pressure to show up well.

Virtually, it’s much harder to build on ideas and attach to someone else’s energy. Instead, we tend to stay wedded to our own thought and we just reinforce it when we have an opportunity to speak. And reflection time is dead time in a virtual meeting. If you tell a group to take 10 minutes to write down their thoughts, they’re more likely to take ten minutes and get a snack.

A virtual discussion has to have guardrails and direction to be productive. A virtual group does better with choices of concepts and focused work on supporting a recommendation for a choice versus trying to come up with the broader concepts.

We learned this ourselves as we transitioned to virtual workshops. We gave groups one of  our standard exercises and quickly saw they did very little with it. When we modified the scope of the exercise to making a choice between options, they were able to collaborate better. They needed defined roles and specific instructions of what to do. Their input was very good, but they got there differently.

The same may be true of your discussion sessions.

PREWORK AND ASSIGNMENTS: 

Do more of this for virtual meetings. Everyone seems exhausted and overworked, but people miss connection. And it will simplify your discussion if you have people work together prior to the meeting instead of in the meeting.

Plan ahead and assign partners to discuss prework together. It’s a benefit from both perspectives. This makes the large meeting discussion easier on the leader because you have reduced the input by half. And, it ensures everyone feels heard because they shared perspective with a partner prior to the larger meeting.

TEMPLATES & AGENDAS: 

It’s the routine meetings that people dislike the most. The feedback is lack of structure, lack of direction and just no real takeaways. If you’re leading standing meetings, you owe it to a group to improve the takeaways.

Meetings have become more transactional in a virtual setting, but people still want to feel as if their attendance mattered.  It takes more formality and structure to help it run well.

Our rule of thumb is cover less. Simplicity over complexity. These virtual meetings are a hybrid of conference calls and in-person meetings. There’s still a lot of clunkiness in how we experience each other online. So, keep it simple.

Agree on a flow of an agenda and stick to it in every meeting. A consistent structure makes it easier to follow a meeting and easier to hear what’s being said. Agree on how to participate. It’s like learning a new game. Give everybody the rules, and they’ll get a little better each time you hold a meeting.

CAMERAS ON:

Companies may have sent the wrong message about the video early on. It was with the best of intentions because they knew that people were dealing with a lot in their homes. But the camera is a signal of focus. It says, “I’m here and focused on this conversation.”

No camera or darkness around someone’s name, says the person isn’t fully there.

And it changes the very essence of communication: Connection. No matter what your role is in a meeting, turn the video on and be fully there as a communicator.

 

We aren’t as chaotic as we were eight months ago. We’re working differently and we’ve learned a lot from our experiences. If your company is headed into another six months or more of virtual meetings, then learning to lead a meeting that’s going somewhere will be an important skill in 2021.

If you’d like a little help resetting your annual planning session or your team’s routine  meetings, we can help you transition to an effective virtual model.

Call us when you need us.

The Spirited Leader – Passion vs Intensity

The last six months have been different, and the next six months may continue the trend. And our response to that is beginning to show up in language and communication.

We’ve said a lot about blurred lines between workspace and personal space, worktime and down time. But we’re also hearing some blurred lines between appropriate and inappropriate language and experiences.

Most of us are stressed with uncertainty and have felt a little frayed along the way. It’s a very confusing picture when some companies and individuals are overworked, and some are out of work. Some managers are pushing to make quotas and others are pushing to deliver products and services faster than they ever have before. And both extremes seem to bring out bad behavior.

Here’s what we hear:

“He just snapped on our sales call. He yelled at me and called me an idiot who would be lucky to still have a job on Monday.”

“She glared at me and told me I was the dumbest product manager she’d ever had to work with. She just didn’t think she could put up with me through the conversion.”

 “He called me out in front of all my peers.  He said his ten-year-old could have done a better job than me. And I was so upset that I burst into tears on the call. Then, I was mortified.”

 

And while the tense times may bring out the worst in some, the spirited leader wasn’t born out of the pandemic. And the language above isn’t passion; it’s intensity. It’s lashing out with the intent to make someone feel badly. And it’s wrong.

If you’ve been on the receiving end of intensity, you know how it makes you feel. We’ve all had our feelings hurt by a personal friend who’s a little too honest or a little too direct. But, when your boss takes a shot, it’s different. It’s someone in a position of power and influence who makes you feel belittled.

We meet a lot of leaders who are intense. And we sometimes meet leaders who need a little help recovering from outbursts similar to those above. In most cases, I don’t think they mean to belittle anyone.

Their roles are stressful. If an employee feels pressure, you can assume the pressure only intensifies when you talk to their manager or the manager’s boss. That’s not an excuse, but it is an explanation for what happens.

The spirited leader is someone who blends thoughts with emotions and expresses them in a tangled outburst. For a moment, emotion gets the better of them and they say things they shouldn’t say.

Through coaching, we can help someone recognize that emotion and thought have been smashed together. As a leader, you have to be intentional about what you say. And sometimes, you have to be careful about revealing how you feel. It doesn’t mean that you won’t have emotional reactions to people or situations. You are a spirited leader, and that spirit or passion may have gotten you where you are today.

But you can’t release that on someone else. You have to stay intentional about what you mean to say, and you have to own how you make someone else feel based on what you say. By separating your emotion from your thought, you can talk through what you’re thinking without always sharing what you’re feeling. You can also share what you’re feeling and then put it aside before you share the thought of what you want an employee to do.

Here are coaching thoughts for the leaders who shared the emotions above:

“He just snapped on our sales call. He yelled at me and called me an idiot who would be  lucky to still have a job on Monday.”

“John, I’m very frustrated right now, and I don’t want that frustration to be the only thing you hear.  So, let me put that aside and tell you this. (Breathe!) You aren’t delivering on our agreed upon expectations.  You had three things to accomplish this week, and they have not been accomplished. So, you need to figure out how to get out of a rut in order to stay in your role.”

“She glared at me and told me I was the dumbest product manager she’d ever had to work with. She just didn’t think she could put up with me through the conversion.”

(Breathe and exhale as you relax your face. Don’t send emotion forward through nonverbals.)

“I am feeling very defeated by our mistakes on this conversion. And I’m not sure how to improve things. Do you have better insight on why we’re struggling to work well together?”

“He called me out in front of all my peers.  He said his ten-year-old could have done a better job than me.  And I was so upset that I burst into tears on the call. Then, I was mortified.”

It doesn’t take a spirited leader to get this one wrong. Good leaders give positive feedback in front of a peer group and give constructive feedback only one on one.

We have blended workspace and personal space and work time with down time. But intensity has to stay out of the work conversations. In personal relationships, unleased emotion may hurt someone’s feelings. In a work relationship, it could cost you your job.

If you’re a spirited leader, try the concept above. Recognize what’s happening and manage through it by talking about emotions and thoughts separately. And if you work for a spirited leader, see if you can get this newsletter in front of them.

Maybe they’ll call us when they need us.