Peter Drucker, the Father of Modern Management, identified the eight practices of effective executives, threw in a bonus practice: “This one is so important that I will elevate it to a rule: Listen first, speak last.”
The essence of leadership is to get results in a way that inspires trust. Although there are many behaviors that create trust, none offers greater leverage than listening. Yet, remarkably, it remains something many managers fail to do well. In extensive surveys regarding 13 trust-building behaviors, Stephen M.R. Covey confirms that the ability of managers to listen was consistently rated as their least effective skill by employees.
Listen first, speak last. It is so simple, some people can’t figure it out.
Leigh Perkins, former CEO of Orvis Co., a sporting goods mail order company, listened his way to success. Early in his career, as a sales professional, Perkins learned the key to good salesmanship isn’t demonstrating the virtues of a product,
COMPARING: Comparing makes it hard to listening because you are always trying to assess who is smarter, more competent, more emotionally healthy – you or the other. MIND READING: The mind reader doesn’t pay much attention to what people say.
A man attended a meeting where the guest lecturer was extremely long-winded. When the listener could stand it no longer, he got up and slipped out a side door. In the corridor he met a friend who asked, “Has he
Following is an example of how one manager realized the value of listening: “My secretary said to me today, “Steve, you’re not listening to me.”, and she was right. It was an awakening for me. I had totally tuned her
I received the following example from a listening leader who deeply listened and responded with an important decision. Her boss chose not to listen. The results are devastating. Several years ago, I was employed with a company as a Credit
I received the following example of a huge listening breakdown that resulted in a $1 million loss. “There was a huge communication breakdown at the commercial bank that I work at between a sales executive and a portfolio manager. Sales
Listening leads to learning, which sets the stage for innovation. Innovation is more likely when employees are well informed about the customer, unafraid to try something new, and committed to the organization’s success. Charles Schwab uses multiple methods to listen
It is the call the parent of a teenager dreads. The policeman phoned at 2:30 A.M. to tell this single mother that her daughter is at the police station. She had been picked up in the wake of a wild
Listening leaders are searchers and seekers. They cultivate a listening habit of curiosity. Although they recognize the simple reality, ‘We cannot listen to all people talk on all things at all times,” productive listeners are careful not to turn off