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SALES MANAGER CRITICAL: Clear Communications

July 10, 2019

There is too much distractive communication rather than effective communication. E-mails, texts, social media can take away and frequently diminish the more critical communication efforts of Managers. It is essential not to lose the art of face to face communication. For a useful discussion, the emotions of the listener must be considered. It is challenging to find emotions when using texts and e-mails.

Here are some interesting statistics I have pulled off the internet, which will help me make my point.

1. 70% of employees are not engaged. This is due to poor communication and lack of appreciation.
2. 46% of employees rarely or never leave a meeting knowing what they’re supposed to do.

3.  60% of communication is body language, 30% is tonal, and 10% are the actual words.

Your behavioral style, your personal motivation, and drivers affect how your communication is coming across. The most crucial point in effective communication is “KNOWING YOURSELF.” Self-awareness is critical in knowing how your message will be received by different behavioral types.

Have you ever felt that your communication was perfectly clear, and yet some of your employees just didn’t get it?

No one is perfect. There will always be misunderstandings, and hopefully, with a little clarification, everything will be made perfectly clear. Let’s go back to “KNOWING YOURSELF.”
My first awareness came when I took a DISC assessment many years ago. I always thought of myself as open and collaborative. I was astonished to find how driving, challenging, and in general domineering I was. Without meaning to, I intimidated a lot of people.  How can people give you good input when they are afraid of you.  What is driving and motivating you is just as important as your behaviors.  At the time, I was doing a turnaround. My primary motivation and driver were to make an ROI. To be successful, I needed everyone to take action and do it quickly without worry.  Despite my words people with dramatically different behaviors and drivers did not believe me.

We can spend days and weeks with this discussion. However, here are some quick tips which I copied and pasted from the TTI DISC assessments which will be helpful.

When communicating with a person who is ambitious, forceful, decisive, strong-willed, independent and goal-oriented:
Be clear, specific, brief and to the point. Stick to business. Be prepared with support material in a well-organized “package.”
Factors that will create tension or dissatisfaction:
Talking about things that are not relevant to the issue. Leaving loopholes or cloudy issues. Appearing disorganized.

When communicating with a person who is magnetic, enthusiastic, friendly, demonstrative and political:
Provide a warm and friendly environment. Don’t deal with a lot of details (put them in writing). Ask “feeling” questions to draw their opinions or comments.
Factors that will create tension or dissatisfaction:
Being curt, cold or tight-lipped. Controlling the conversation. Driving on facts and figures, alternatives, abstractions.

When communicating with a person who is patient, predictable, reliable, steady, relaxed and modest:
Begin with a personal comment–break the ice. Present your case softly, nonthreateningly. Ask “how?” questions to draw their opinions.
Factors that will create tension or dissatisfaction:
Rushing headlong into business. Being domineering or demanding. Forcing them to respond quickly to your objectives.

When communicating with a person who is dependent, neat, conservative, perfectionist, careful and compliant:
Prepare your “case” in advance. Stick to business. Be accurate and realistic.
Factors that will create tension or dissatisfaction:
Being giddy, casual, informal, loud. Pushing too hard or being unrealistic with deadlines. Being disorganized or messy.

If you would like to have assessments on behaviors and motivators with debriefings, please do not hesitate to contact me.  If you would like to discuss your particular situation, please advise.  Make your comments below.

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