Demo Solutions Leadership Training Embracing Humanness is part of our new content focused on positive psychology and emotional intelligence. Embracing humanness is a big important subject in leadership for 2021 and is completely nebulous without referring to concepts that reject humanness such as perfectionism, imposter syndrome, and tangentially, exclusion.
How to we, as leaders, embrace humanness, and promote this ethos in our revenue ecosystems? Should we be promoting the idea of the “imperfect”? Does imperfection lead to reduced productivity and not meeting goals?
Let’s dive into these questions one at a time. Demo Solutions offers leadership training and team training to help teams meet goals, revise processes, and relate more effectively.
How do we embrace and promote Humanness?
Everyone in a sales org requires a measurement of performance of their job. In revenue, these are numbers. So, where does the concept of humanness fit? Does it fit? When we set goals, and when we establish goals and processes for others, we need to consider the underlying motivations of the goals. If goals are set so someone does not disappoint a superior or their job rests on the accomplishment of a goal, we lose sight of some of the benefits of creativity job performance. If a goal is set around a process and lessons learned, there is more creativity possible.
Being creative is the highest expression of humanity. Embracing humanness is to encourage resilience and creativity in your job. If you think Sales is not creative, then you have never successfully handled an unforeseen objection to a sale. Thinking on your feet, presenting on the fly, and handling objections require creativity. If our goals are set to avoid punishment, we are less likely to creatively pursue them.
Does the concept of imperfection hurt or help us?
Sales professionals often report needing to be “on” all the time, but it is impossible to be authentically “on” all the time. To exist in that way, would be to suppress emotions. When you suppress your own emotions, it is way more difficult to read the emotions of your audience or your customers. Reading the audience is a critical part of demos and presentations, and in this current climate of remote presenting, it is imperative to be present and available to your remote audience cues. For this reason, NOT being “on” all the time is an example of a perceived imperfection, that is actually requisite of emotional intelligence.
As leaders, we also need to set the example of not being “on” all the time. What does this mean? Tactically, it means space, pace, and grace. This is part of the Demo Solutions Leadership Training mission. You take space when you need to, such as observing boundaries between work and your personal life. You pace your projects and deadlines, well in advance of them coming due. Lastly, when there are mistakes, you apply a measured approach in your handling of them. Have a process that for errors that takes drama and emotion out of your management. This dials down the potential effect of goal setting based on punishments that are personal.
The concept of “imperfection” is measured by the perception of perfection in a sales org. Leaders need to take charge of this metric. Set the example of “new perfection” with your work life boundaries, process orientation, and adaptive strategies to new situations.
Goals and Humanity
Many of the skeptics or critics of “culture” and “embracing humanness” assert that lack of standards (embracing humanness) and acceptance reduces productivity. Adherents to the old ways of strict hierarchies with thunderous repercussions prefer to goal set using fear. We could not differ further in ideologies. As part of our new coursework, to be released later in Q1, we dive deep into motivation and goal setting to find what really works to achieve success as a team and individually. The way we are setting goals may not lead to lasting change and better results. Goals set in fear, with the threat of perceived imperfection as the driving force, are ineffective and outdated.
Demo Solutions Leadership Training
Demo Solutions coaching, training, and e-learning focus on emotional intelligence, leading from a space of creativity, rather than fear, and motivated by deep diving into the psychological mechanics of goal setting. We hope that some of this information encourages you to reach out to learn more about what we can offer. Considering coursework for SKO? Let’s Chat!