In two different meetings this week and thought of this..
Remember the old saying ‘what you don’t know can’t hurt you?’
It seemed to make sense at the time..
But how wrong a belief this is??
In the first meeting with a Sales Manager telling me about another Manager he was having a ‘crucial conversation’ with..
He gave straight, honest feedback to his team mate..
‘This is how people around here see you…’
He went on to outline the key strengths and weaknesses, opportunities and missed opportunities, areas for improvement and key priorities that needed to be focussed on (that he and others had seen overlooked, ignored or missed in recent times..)
As you can imagine, this was a ‘crucial conversation’.
The other Manager was in a state of shock..
I DIDN’T KNOW THAT!!!
‘I never realised that… Wow.. why didn’t someone come and tell me this sooner..?’
Can you relate?
This ignoring, avoiding, not communicating or simply not being aware of the Blind Spots in all of us really is the critical information we don’t know about that is actually HURTING US…
Hurting us in terms of we could be making progress, earning, succeeding, getting where we want to go, EXCEPT, we don’t even know that we don’t know what we’re not doing..
So often, peers, other managers, other people know things about you (that are often things holding you back from achieving your goals) but they don’t tell you..
WHY DIDN’T THEY TELL ME?
Could be many reasons..
- They don’t feel comfortable telling you..
- They don’t know how to tell you..
- They don’t know how you’ll respond..
- They don’t trust you..
The second situation was in a coaching session yesterday..
I was overhearing a real play-role play situation..
I could see that one of the Sales Execs was repeatedly doing something that was really undermining his persuasion power..
When the role play was over I asked him was he aware of what he was doing..
What do you think his answer was..?
NO… I had no idea I was doing that’ he said..
His Manager said ‘Really, you have no idea you’re doing that??’
His Manager then went on to say ‘I didn’t know how to raise it with you so I’m so glad Leigh has brought this up..’
THE JO-HARI WINDOW
In both cases what we’re talking about here is the old Jo Hari Window.
This is how Wikipedia explains it in a nutshell..
A Johari window is a cognitive psychological tool created by Joseph Luft and Harry Ingham in 1955 in the United States, used to help people better understand their interpersonal communication and relationships. It is used primarily in self-help groups and corporate settings as a heuristic exercise.
When performing the exercise, subjects are given a list of 56 adjectives and pick five or six that they feel describe their own personality. Peers of the subject are then given the same list, and each pick five or six adjectives that describe the subject. These adjectives are then mapped onto a grid.
Here are some links with more detail for you.
The point is, if you’re a Manager or Team Leader, or you’re a Sales Exec (or anyone) who wants to go to the next level of performance, REDUCE YOUR BLIND SPOT…
If there are things that others know about you that they know are limiting your performance, but you don’t know about them, how can I say this… that’s dumb..
Take off the blinkers… remove the obstacle… make the change..
If its that obvious to everyone else, maybe it’s the truth..
In most cases, the only thing stopping us hearing feedback from others is our ego..
‘They’re all wrong… and I’m right!!!’
Sure.. you might be so RIGHT.. You’re DEAD RIGHT..
Is it possible that 50 of your closest friends and work colleagues are WRONG, and you’re the only one who is RIGHT??
Harness the power of the Collective Intelligence and minimise the blind spots in your team.
A team full of Fascade cannot be a team optimising its potential.
THREE STEPS TO MINIMISING BLIND SPOTS
1. Teach your team about the Jo Hari Window
2. Do the Jo Hari Window Exercise with your Team
3. Train your team in how to have ‘Crucial Conversations’
Anyway.. enough from me..
Check it out for yourself.
If you want to do some work in this area with your team hit reply and write ‘TEAM’ in the subject line.
I’ll have an obligation free chat with you on the phone and see what we can do to help you take your team game to the next level.
Until next week… Keep the windows open..