{"id":903,"date":"2007-05-09T08:18:12","date_gmt":"2007-05-09T13:18:12","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/communication-blindness\/"},"modified":"2007-05-09T08:32:58","modified_gmt":"2007-05-09T13:32:58","slug":"communication-blindness","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/communication-blindness\/","title":{"rendered":"Communication Blindness"},"content":{"rendered":"<p><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" style=\"border-right: 0px; border-top: 0px; margin: 0px 10px 10px 0px; border-left: 0px; border-bottom: 0px\" height=\"113\" src=\"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/05\/windowslivewritercommunicationblindness-7082power-pole.jpg?resize=80%2C113\" width=\"80\" align=\"left\" border=\"0\"> Anyone who has managed salespeople knows how difficult a task that can be.&nbsp; We see it often in companies where clouded communication occurs daily.&nbsp; I think&nbsp; most of you could name numerous situations throughout your career where management communication simply broke down or worse, did not even occur.<\/p>\n<p>SellingPower.com&#8217;s article &#8211; <a href=\"http:\/\/www.sellingpower.com\/html_newsletter\/article.asp?NLid=1&amp;Layout_ID=636&amp;ARTid=2906&amp;nDate=May+1%2C+2007\" target=\"_blank\">There\u20ac\u2122s No Communication Around Here!<\/a> &#8211; dives right into this topic.&nbsp; Clear communication covers many transgressions.&nbsp; We&#8217;ve posted about this topic numerous times since it is so important.&nbsp; In case you had doubts:<\/p>\n<blockquote>\n<p>The latest Watson Wyatt Communication ROI Study found that companies with effective communication practices have a 19 percent higher market premium and a 57 percent higher shareholder return over five years than companies with ineffective practices. That\u20ac\u2122s because ineffective communication practices lead to conflicting internal goals, blindness to what other divisions are doing, turf wars, low morale, and more, says Dianna Booher, CEO of Booher Consultants and author of <em>The Voice of Authority: 10 Communication Strategies Every Leader Needs to Know<\/em> (McGraw-Hill, 2007).<\/p>\n<\/blockquote>\n<p>I&#8217;m not sure what determines &#8220;effective&#8221; vs. &#8220;ineffective&#8221; communication in this study, but the principle seems valid.&nbsp; There are 3 wise tips within this short article.&nbsp; Here is a shortened version of each one:<\/p>\n<blockquote>\n<p><strong>1. Are you correct?<\/strong><br \/>Do you communicate with truthfulness every time? If not \u20ac\u201c if you spin the truth to make things sound rosier than they are, or omit information, or outright lie \u20ac\u201c then you destroy your credibility and your reps\u20ac\u2122 trust in you&#8230;<\/p>\n<p><strong>2. Are you complete?<\/strong><br \/>Managers withhold information for many reasons, but the number one reason is because they believe it gives them power. On the contrary, managers who withhold information are usually resented and regarded with mistrust&#8230;<\/p>\n<p><strong>3. Are you clear?<\/strong><br \/>People generally assume their communications are clear and that any misunderstanding is the fault of the listener. In fact, misunderstandings are usually the fault of the speaker or writer. That\u20ac\u2122s because the three main culprits in confusing communication are lack of specificity, excessive jargon or wordiness, and burying the key message&#8230;<\/p>\n<\/blockquote>\n<p>To quote Billy Joel, &#8220;It&#8217;s a matter of trust.&#8221;&nbsp; Some of the best managers we have assessed have not possessed the greatest sales management skills.&nbsp; However, they have been strong communicators with their team (obviously amongst other traits).&nbsp; Conversely, we have also seen managers with strong skill sets but poor communication abilities &#8211; and they are rarely as effective as the former managers.<\/p>\n<p>Focus on clear communication and your team will be far more cohesive and based on the aforementioned survey, more successful.&nbsp; Please contact us if you want to understand your team members&#8217; <a href=\"http:\/\/www.selectmetrix.com\/Assessing_Selling_Style.html\" target=\"_blank\">preferred communication style<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Anyone who has managed salespeople knows how difficult a task that can be.&nbsp; We see it often in companies where clouded communication occurs daily.&nbsp; I think&nbsp; most of you could name numerous situations throughout your career where management communication simply broke down or worse, did not even occur. SellingPower.com&#8217;s article &#8211; There\u20ac\u2122s No Communication Around Here! &#8211; dives right into this topic.&nbsp; Clear communication covers many transgressions.&nbsp; We&#8217;ve posted about this topic numerous times since it is so important.&nbsp; In case you had doubts: The latest Watson Wyatt Communication ROI Study found that companies with effective communication practices have a 19 percent higher market premium and a 57 percent higher&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/05\/communication-blindness\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[14,4,11],"tags":[],"class_list":["post-903","post","type-post","status-publish","format-standard","hentry","category-communication","category-sales-management","category-team-management"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-ez","jetpack-related-posts":[{"id":534,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/12\/time-wasting-miscommunication\/","url_meta":{"origin":903,"position":0},"title":"Time-Wasting Miscommunication","author":"Derrick Moe","date":"December 30, 2006","format":false,"excerpt":"The information topic seems to be appearing everywhere we look this week. Now this article from Selling Power - The Cost of Poor Communications - attempts to put some metrics to inapt communication between managers and employees. While managers are off worrying about sales trends and marketing plans, they often\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2297,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/03\/disappearing-telecommuters\/","url_meta":{"origin":903,"position":1},"title":"Disappearing Telecommuters","author":"Derrick Moe","date":"March 23, 2010","format":false,"excerpt":"Saleshq.com offers up tricks for telecommuters in this article.\u00a0 There are some solid points like this: 5. Communication It\u2019s very easy to forget the outside world when you work from home. While you do get to avoid the intricacies of corporate politics, it also means that you have to be\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":3190,"url":"http:\/\/selectmetrix.com\/blogs\/2016\/05\/do-not-clone-your-style\/","url_meta":{"origin":903,"position":2},"title":"Do Not Clone Your Style","author":"Derrick Moe","date":"May 30, 2016","format":false,"excerpt":"This Forbes article addresses one of the most important aspects of an interview \u2013 the communication style alignment between the hiring manager and the candidate. \u00a0The article is written from the candidate\u2019s perspective, but offers great insights into the hiring manager\u2019s mindset. A supervisor isn\u2019t going to hire someone that\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/05\/Copies.png?fit=560%2C315&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/05\/Copies.png?fit=560%2C315&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/05\/Copies.png?fit=560%2C315&resize=525%2C300 1.5x"},"classes":[]},{"id":1442,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/why-communication-matters\/","url_meta":{"origin":903,"position":3},"title":"Why Communication Matters","author":"Derrick Moe","date":"February 27, 2008","format":false,"excerpt":"I'm presently working on some leadership projects with our customers so these topics are probably on my mind more than usual.\u00a0 ManageSmarter.com presents an article Communication for Managers 101 that provides 5 steps for better communication between managers and employees. Some of the suggestions are rudimentary, but we encounter many\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1574,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/05\/the-open-door-ruse\/","url_meta":{"origin":903,"position":4},"title":"The Open Door Ruse","author":"Derrick Moe","date":"May 15, 2008","format":false,"excerpt":"Sometimes the best advice is simply stated which is true of this Inc.com post titled The Fallacy of an Open-Door Policy.\u00a0 This topic catches my attention in that some of the worst managers I worked for claimed profusely that they had an open-door policy.\u00a0 They stated it, but we sales\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":259,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/08\/managing-other-communication-styles\/","url_meta":{"origin":903,"position":5},"title":"Managing Other Communication Styles","author":"Derrick Moe","date":"August 29, 2006","format":false,"excerpt":"Monster.com posted this article last week - Adapting Your Management Style. There isn't a lot of meat in this thing but it does address an important principle: Moniot helped the manager better understand different personality styles and then devised an innovative visual cue of a color-coded piece of paper, correlated\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/903","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=903"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/903\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=903"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=903"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=903"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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