“The real art of communication is not only to say the right thing at the right time, but also to leave unsaid the wrong thing at the tempting moment.”
Josh is a sales executive at a medium-size software company. He’s always made his numbers and hit his quotas. As he advanced in the organization, his responsibility and the number of people he manages have increased. Josh’s career goal is to become VP of sales within the next year.
He’s always known how to get results, but his fatal flaw is that he has no idea how to manage his people. The bigger his team grew, the more his abrasive and combative style got in his way. Word got back to HR that he was a bully, a hard-ass, blunt, and intimidating. Ultimately, this information was documented and he was laid off.
However, his boss’s boss saw potential in Josh. He liked the work he did and could see he really wanted to learn and grow, to get past his weakness in managing people. The boss knew that, if given the right tools and support, Josh could be extremely valuable to the organization.
When a position opened up, Josh was hired back. This time he was provided with employee training in the form of an executive coach, management training, mentoring and sponsorship. Here are the initial actions his coach took as he helped Josh design a game plan for success.
He appealed to Josh’s self-interest.
The coach asked Josh one critical question: “Given how your co-workers perceive you, what do think will happen to your goal of becoming sales VP if you don’t do anything?’ Following Josh’s answer the coach replied, “So persuade me that there are advantages for you to make some changes in your attitude and behavior, if sales VP is what you really want?”
He helped Josh see reality.
Using his last 360 before he was terminated, his coach painted a clear picture of how he was perceived by others during his employee training. Abrasive people are prone to blame others for their bad behavior, since they often see themselves as superior and all-knowing. Josh soon understood that, in order for the situation to change, he must change. He started by planning his communication in meetings and one-on-ones in advance, which helped him avoid the sarcastic, off-the-cuff remarks that had alienated his co-workers in the past.
He played to Josh’s competitive nature.
The final question was, “So do you really think you can do this? Can you really change to the point where others perceive you differently?” Josh took that as a challenge. “Of course I can,” he replied.
It’s now been over seven years since Josh was hired back and he’s received performance reviews and thorough 360s. This sales executive is now a VP with a highly motivated and loyal team and he’s never been accused of being abrasive or combative during the whole seven years.
Do you need to change the way people perceive you at work? Write down three relationship issues that you think might be getting in the way of your career goals and start developing your plan to change.