Leaders Need to Listen More

I went to Tri State Expo in Rhode Island this past week and the keynote speaker was Barry Libert, an entrepreneur/ investor and founder of Open Matters. Barry focused on why leaders of companies, small businesses and even sales teams need to listen more. I have seen a lot of inspirational speakers in the past, but this simple statement made more sense than anything else I have heard in a while.

As a small business owner, I am generally guilty of not listening enough. At a networking event, I used to go right into my sixty second elevator pitch before I have any idea why the other person is even at the networking event. I would mention that I sell websites & social media solutions for small businesses and also sell health & wellness products to consumers, before even knowing if the person I am talking to is even there. Honestly, how would I even know if the person I am talking to even needs what I have to offer? So I adjusted my sixty second pitch to ask more questions and build a relationship with the people I meet at networking events. I learned that as a leader in my industry and/or at my company when I am in a management/ director role, I need to listen to potential clients/employees before offering a solution. It only makes sense as Barry mentioned.

For anyone in sales, the first tip you learn is you need to listen to your potential client before even mentioning what you do. I always wished furniture and car salesman drill this in their head and stop selling and start listening. Make sure you get all the detail first before offering a solution.

At the corporate level, the communication between leaders and their subordinates are in dire straits. I have personally worked in corporate in various levels for the past twenty years and everywhere I worked, there always seems to be the old Berlin wall between anyone at a VP level or higher and the individual contributors. A leader at the executive level needs to listen to the professionals that work their job day in and day out to be able to gather enough data to make intelligent strategic decisions. So many times, leaders make decisions that put their companies in precarious situations that could have been avoided only if they listen. I have personally worked in five corporations so far in my career and only at one place, a large retailer based in Framingham, MA, did the president and CEO have an open breakfast with anyone that wanted to provide feedback, advice or ideas. It just so happens that of all the places I worked, this retailer based in Framingham is the most successful and to this day, the best place I have worked. Leaders here listened to their colleagues whether they were a director, manager, or individual contributor.

Finally, at the business expo, Barry kept referring to the people that did not attend his presentation that they were not listening or open to new ideas. He was right because no matter how much you know, you will never know enough. So whenever, you can, listen. Listen to others and you will build strong relationships and at the end have more success in what you do.