In part one of "Creating a Listening Culture" I shared a staggering statistic. 89% of companies have written core values statements, but only 53% of employees know what they are.
After reading Gallup’s recent State of the American Workplace report, I would say we have a crisis in the American workforce. There are 100 million full-time employees in the United States and only one-third of them report feeling engaged at work. The other two-thirds are either actively disengaged (16%), or actively looking for a new job and watching for openings (51%). What is most striking is that only 13% of U.S. workers strongly agree that their organization's leadership communicates effectively.
This is the first blog in a series of three that will explore active listening, cognitive diversity, and then how they combine to create even greater business success through Listening Intelligence. The first step to improving your listening is to be an active, attentive listener – let's explore this below.
This week I had a rich and thought-provoking conversation with Tom, a seasoned business strategy consultant, about how he uses the ECHO Listening Profile with his clients.
Requests that aren’t specific about the desired outcomes are a frequent cause of miscoordination in the workplace. When looking at the financial and human waste that is caused by team members who don't clearly ask for what they need, the resulting costs to a company are staggering.
Listening is half of the communication equation. The benefits of listening intelligently are profound, especially for your sales team—those on the front lines working to increase revenue and profit for your company. In fact, one study of 267 leading U.S. businesses found that upgrading your team members' communication effectiveness is associated with a 30% improvement in your organization's market value.
I just had one of those nightmare sales situations. Maybe you can relate? Once the rep started talking, he didn’t stop. He gave me every detail about his product and service without stopping to take a breath, never mind to ask me questions about what was most important to me. Even worse, what he was explaining had no relevance to what I really needed. I was being “pitched” and up sold, and I didn’t like it. He didn’t get the sale.
Understanding the listening preferences of prospective clients and long-term customers is key to optimizing your organization's ability to procure new business and help your sales departments thrive. Research has shown that small businesses with 100 employees or more can save over $400,000 annually just by making pivotal communication improvements, and this number reaches the tens of millions for larger organizations.
Studies have shown that people retain just 25% of what they hear due to jam-packed schedules and a lack of understanding about how to effectively listen. One of the most impactful ways to increase lead conversion and boost sales is to ensure that your teams on the front lines of product promotion have a full understanding of how to communicate with different types of customers. Listening Intelligence means using cognitive-based information to learn how people hear, filter and interpret data in order to help alleviate any obstacles to effective communication. By learning the details of how the four main listening styles show up in the world, you and your sales force can gain a competitive edge over other organizations in your industry.
Understanding the way others listen can help you communicate more effectively with them. The ECHO Listening Profile teaches you to recognize four distinct types of listening: Connective, Analytical, Reflective and Conceptual. We all exhibit some combinations of these different styles. However, one style is often more dominant than the others. Recognizing a listener's dominant style is essential if you want to communicate well with him or her. In this article, we'll be looking at people who are highly Conceptual Listeners.