Selling is not about relationships.

Our sister program, the Sales Executive Council, made this bold statement on Harvard Business Review’s blog last week, creating a firestorm of divisive comments.

To sum up their research, every sales person falls into one of five types. The highest performing “type” is the challenger, the salesperson who uses their deep understanding of their customers’ business to push their thinking and take control of the sales conversation. The other types, the relationship-builders, hard workers, reactive problem solvers, and lone wolves don’t match the challengers’ performance.

In this post, I propose, what if communicating wasn’t about relationships either? What if your focus on developing strong personal and professional relationships with your clients and generously giving your time to meet those client’s every need was a misguided, and likely draining, approach to your job?

Let’s give this a try.

In the HBR post, the SEC researchers describe the three traits and skills of Challengers. What if, just for fun, we replaced “Challengers” with “Communicators,” “customers” with “internal clients,” and “sales conversation” with “communication request”? Here would be the definition of a challenger communicator and their three key attributes:

Communicators use their deep understanding of their internal clients’ business to push their thinking and take control of the communication request. They’re not afraid to share even potentially controversial views and are assertive—with both their internal clients and bosses.

1. Communicators teach their internal clients. They focus the communication request not on the channels but on insight, bringing a unique (and typically provocative) perspective on the internal client’s business. Read More »

Can leaders do anything right?  A lot of our work over the last few years – especially on Mobilizing the Workforce and Building a Change-Ready Organization – has challenged conventional wisdom around leadership communication:

• Be transparent?  Insufficient.
• Build buy-in?  Misses the mark in a high-change environment.
• Give clear direction?  May actually do more harm than good.

But this doesn’t mean that leaders don’t matter or can’t communicate in ways that motivate employees and boost their productivity.  It’s just that we need leaders to play a different role – to empower:

• Seek employee feedback and input.  I don’t mean a “suggestion box,” which puts the burden to act back onto the leader.  Empowering leaders ask employees questions that they can answer to take action within the scope of their day-to-day work.
• Coach, don’t tell.  Empowering leaders – when possible – guide staff to figure out what to do rather than tell them what to do.
• Provide opportunities to experiment. Empowering leaders point out learning opportunities and help staff seize them and other employees share in what is learned.
• Connect employees to helpful people and tools.  Empowering leaders’ broad reach within the organization lets them make staff more productive by making smarter connections.  Read More »

Why does Marketing seem to have all the fun with new media? Brand managers get to experiment with flashy Facebook pages and micro-sites to drive product awareness and purchase. Corporate communicators are often relegated to simply Tweeting the company’s latest financial statements.

Not all Communications teams are accepting their fates as the “corporate” voice of the company! We’ve shared solid examples from Deloitte and MoneyGram who are using Facebook to unite global audiences around the company, not just its brands. Likewise, Kraft Foods’ Company Facebook page builds connections with stakeholders by providing updates on news and global initiatives.

We like the page because it’s working toward two main social media objectives: ‘listening’ and ‘connecting’ with stakeholders worldwide. This strategy is reflected in the design of its landing page, the choice of tabs, and rich global content.

So, what is it that makes the Kraft Foods – Corporate page ‘liked’ by its followers?

1. Defined raison d’être: Kraft Foods uses its corporate Facebook page as a common platform for all company news and global events and to listen and connect with its target audience. This distinguishes it from other Kraft Foods Facebook pages like the Kraft Recipes and Tips page which focuses on North American audiences or the Oreo page for cookie loyalists. Read More »

We have just released the Executive Summary of our 2011 Resource Allocation Benchmarking Survey findings highlighting the key communications budget trends for 2011/2012. The budget data collected from our members revealed some very interesting findings that every communicator should take into account when planning for 2012.

In 2011, many communicators saw their budget growth rates drop close to zero as their companies’ revenues stagnated. However, despite slower budget growth, communicators finally saw their budgets recover to the pre-2008 levels when looking at communications budget as a percentage of total revenue.  More interestingly, despite stagnating budgets, communicators across all company revenue bands continued increasing their staff levels at an even faster rate than last year. Read More »

In my time with CEC, I’ve been involved in a variety of projects.  My latest, looking at what Communications can do to improve workplace safety, has been the one that’s been easiest to get excited about! Members we’ve spoken with have been more passionate about this subject than any other I’ve discussed with them, and I guess it’s kind of rubbed off!

That said, something that was discussed in CEC’s recent webinar, “Avoiding Crises: Building a Preventative Safety Culture”, is that some (but not all!) of this passion, energy, and expertise has been misdirected. Communicators are doing more than ever to raise employee awareness of the need to be safe, but awareness alone may not be sufficient to drive the desired safe behavior.

Conflicting Messages

The safety messages that employees receive telling them to take care of themselves, or reminding them of the risks inherent in their jobs, aren’t the only messages that they’re receiving. What about the pressure they receive from their supervisor to hit production targets? Or the pressure from peers, who insist that “real men don’t wear gloves/helmets/goggles?”

A Better Way Forward Read More »

I can teach you how to swim. It can be any stroke you want. You probably know some freestyle and you’ve heard butterfly is hard, right? Butterfly it is. You probably won’t be as good as Michael Phelps or win any gold medals but you can swim butterfly. Because I’ll tell you a secret; butterfly is easy. Sure, it’s probably the most tiring way to swim from one side of the pool to the other, but there isn’t anything mechanically difficult about it.

As with learning any new skill, it might sound impossibly daunting at first. But then I’ll show you how to kick like your legs are stuck together and use your arms to pull in tandem. We’ll put it together in a full-body rhythm that will probably feel like you’re trying to do the snake in Jell-O — except less graceful. And that will be it. A little practice, some gentle reminders to breathe when it’s most natural to the stroke and you’re done. You can swim butterfly.

Learning most things is a matter of willingness, aptitude, and finding a competent teacher. As we talk about the importance of Communicators as enablers, it’s clear that this coaching function is more of a ‘when’ than an ‘if’.

Breaking down a communications strategy to make it more accessible is the first step in teaching a new communications skill to noncommunicators. The soft skills — a.k.a. interpersonal skills — that communicators deal in can be intimidating because they aren’t often thought of as something that can be taught. More often than not, people have developed a static perception of their own soft skills and will get anxious if they think they are being pushed beyond their comfort zone. If Communicators are going to help them improve, the first step is to convince them that it’s easy.

Professional communicators can help demystify these skills by breaking them down into easily actionable components. Though basic guidelines may seem overly simple to the pros, they can overcome the greatest hurdle for many to unlocking their soft skills — the perception that they can’t improve. Read More »

If someone asked you today how you feel about your job you might say all positive things—you’re on a roll on your current project, you’ve gotten some good feedback recently from your manager, and right now you’re contributing to the organization in a way that you might not get to do elsewhere. But how did you feel about your job six months ago? And do you think you’ll still be at your company in a year?

The various changes and related stress that employees have faced over the past few years may not impact engagement today but it does have a great impact on their engagement capital—a look into engagement that includes employee perceptions of the past, present, and future.  Creating an organization with high engagement capital is a top priority of both Communications and Human Resources team.  How aligned are your current efforts? Read More »

Most crisis communications plans that I see are robust when it comes to controlling the things that companies can control.  For example, most plans comprehensively outline escalation rules, crisis team org charts, calling chains, initial holding statements, etc.  These are the resources whose applicability can be predicted with relative certainty, regardless of the crisis.

But after your Communications team has gathered the facts, called together the crisis team, and issued the initial response, what do you do next?  The short answer is – “a lot.” And while I’ll admit that it’s difficult to plan in advance for every crisis permutation, there are several things that you can do to better prepare yourself for managing the ensuing stakeholder debate and impact on reputation.  Here are four strategic activities that I think will help your organization:

(1) Listen to how stakeholder conversations are taking shape.  We all know that the world of communications has become increasingly complex in recent years.  Gone are the days when organizations had significant control over when news would be released to the masses and how the subsequent conversation would evolve.  Now, information flows to stakeholders through their own complex web of influencers.

These principles remain true in a crisis situation, making it critical that companies closely monitor how conversations are taking shape.  CEC members can take check out our profile of different Social Media Listening options to see how to improve non-traditional media monitoring. Read More »

The media are always after a good story. That is of course unless they already have one that is too big for them to handle.  And sometimes, you may think that an unfortunate piece of bad press can do great damage to your company’s reputation only to have it never gain traction in the press.

Certainly when I worked for a major TV news broadcast organization, the aim was never to damage a company’s reputation, but if that happened as the story unfolded, that in itself could make the story more compelling.  So if you think you need to get the media involved, consider the following:

1. Context is everything: If the media is already covering something big, chances are that it may actually pay no attention at all to the event that involves your firm.

2. The media’s attention is relatively short: Just as your company’s unfortunate piece of bad press pushed something off the headlines, in most cases the next big thing will push the event affecting your firm down the pecking order. Read More »

In our recent toolkit for Managing Communications in Global and Dispersed Organizations, we looked at a flexible governance framework to help communicators make decisions in the moment about escalating situations centrally or handling them locally. Many of the activities that local communicators have to manage are pretty straightforward and low sensitivity.  As such, the corporate communications team doesn’t need to get involved with these decisions – things like handling a local media enquiry, creating a local press release, or organizing the regional office’s quarterly volunteering event. In these situations, the best solution is to equip local communicators with tools and support so they can “get on with it” and are not sitting around waiting for help from corporate.  This way, corporate also doesn’t need to get bogged down with minor decisions and can focus attention on bigger issues.

How can local communicators become self-sufficient so that corporate only gets involved in those most critical or ambiguous/sensitive situations? Below are four tips for effectively supporting local communicators:

1. Understand local communicator needs

• TIP: be an active listener – ask smart questions to understand what local communicators need and what kind of support they currently lack
• CEC Tools: check out these Quick Tips for How to be a Quality Listener and our other Dialogue Self-Service Tools Read More »