Leading with Trust

10 Questions Great Bosses Regularly Ask Their People

Great leaders ask great questions.

Too often leaders think they are the smartest person in the room, so they are quick to offer advice, give direction, and share their perspectives on how things should be done. Most leaders do this instinctively, because after all, it’s the type of behavior that caused them to rise through the ranks. But when you become the boss, your role shifts from being the one to make things happen to empowering your team members to get the job done. You can’t do that if you’re always dominating the conversation. You need to draw out the best thinking and performance from your team members, and the way to do that is through asking great questions.

If you’re not sure what questions to ask or where to start, give these a try:

1. What are you excited about in your job? The answer to this question allows you to understand what motivates and excites your team member. When you know the kinds of tasks, activities, or projects that energize your team member, it allows you to guide them toward current and future opportunities that are similar in nature. It results in team members playing to their strengths and interests which results in greater engagement and performance.

2. Why do you stay? This is perhaps the most important question that leaders never ask. Do you know why each of your team members chooses to stay with your organization? If you did, would it change the way you relate to them? I would hope so. Knowing the answer to this question will drive the way you structure job opportunities for those employees you want to retain. For employees who have “quit and stayed,” the answer to this question will give you insight into why they are choosing to remain stuck in their current position (usually fear of change, they’re comfortable, or they’re beholden to their current salary and lifestyle).

3. What might lure you away? This is the sister question to number 2. If you’re like most leaders, you probably don’t know the answer to either one. If you knew what would lure away your top performers, you would know what you need to do to get them to stay. Asking this question sends the signal to your team members that you know they are a valuable contributor and you’re not blind to opportunities they may have elsewhere. It lets them know you are committed to doing what you can to keep them happy and engaged with your organization.

4. What would we need to do to get you to stay? Don’t wait until your employee resigns and has one foot out the door to ask this question. By then it’s too little, too late. Ask this question on a regular basis as part of longer term career development discussions. Similar to questions 2 and 3, this question allows team members to express the things they think about their employment experience that they would never say to you in any other context. Just the very fact that the leader is willing to acknowledge the employee has the potential for other opportunities and cares about retaining him/her, causes the employee to feel valued and respected, which inspires loyalty and commitment.

5. What new skills would you like to learn? Most people want to keep learning and growing in their jobs, and in fact, this desire often ranks higher in surveys as being more important than getting a raise or other forms of recognition. Many managers are afraid to ask this question because they aren’t sure if they can deliver anything in return. Even the most mundane, clear-cut jobs usually have some room for creativity or improvement, but it takes a bit of work for the leader to think outside the box to uncover those opportunities. One good place for leaders to start is to examine their own jobs. What could you delegate or share with your team members that would allow them to learn something new?

6. Are you being __________enough for now? (challenged, recognized, trained, given feedback, etc.) You’re probably starting to see a theme to these questions by now, aren’t you? Along with the others, this question allows you to probe into areas of performance that wouldn’t normally surface in your typical 1on1 conversations. We all fall victim to tyranny of the urgent and tend to focus on the immediate tasks and deadlines we face. We have to train ourselves to periodically step back from the daily grind and have discussions with team members about the bigger picture issues that define their employee experience.

7. What is making your job harder than it needs to be? The people who usually know best about what’s working and not working in the business are those on the front-lines of the action. Ask your team members about the things that are holding them back from performing better or experiencing more joy in their work, and then get to work on addressing those issues. Leaders can often make a greater impact on employee performance by removing obstacles that hinder productivity, rather than spending time on trying to create new systems, processes, or skill development programs.

8. What are your ideas on how we can improve things around here? Do you like it when your boss asks your opinion? Of course you do! It makes you feel like the boss respects your knowledge and expertise, and values your perspective on issues. Then why don’t you do the same with your employees? It’s a truism that no one of us is as smart as all of us. The power of a team is unleashed when the leader leverages the collective wisdom and experience of all its members.

9. What should I be doing more of? Unlike the other questions, this one is about you, the leader. It opens the door for you to hear from the employee about what you’re doing right, and obviously, the things you should keep doing. You may not see much value in asking this question because you believe you already have a good sense of the answer, but I encourage you to ask it anyway. You may be surprised that some of the behaviors you consider insignificant are actually the things that carry the most weight with your team members (like asking them about their weekend, how their kids are doing, taking an interest in them personally).

10. What should I be doing less of? It’s important you know this critical principle about leadership — most people won’t speak truth to power unless they believe it is safe and acceptable to do so. As a leader, it’s incumbent upon you to foster a culture of trust and safety that allows your team to give you honest and unvarnished feedback. You do that by explicitly giving permission to your team to give you feedback, and most importantly, receiving it with openness and a willingness to modify your behavior. Too many leaders only receive feedback from their bosses during the annual performance review, and although it can be helpful, it’s often from a limited and biased perspective. Great bosses seek feedback from where it matters most — their team.

Being a great boss isn’t easy. If it was, the world would be full of them. Instead of relying on the natural tendency to solely focus on the here-and-now in your interactions with team members, take a step back and consider the bigger picture. Start incorporating some of these questions into your 1on1 meetings and watch for the positive impact it will have on your team members’ level of engagement and productivity.

One Thing Employees Want But Don’t Get Enough of at Work

I don’t have an exact count, but over the years of conducting training classes on Building Trust or speaking to large groups about trust and leadership, I’ve worked with thousands of employees around the globe from all sorts of organizations and industries.

Frequently I will ask people to respond to this question: “Raise your hand if you are sick and tired of all the praise you receive at work.” How do you think people respond?

No one ever raises their hand.

The truth is most people are starving for more recognition for their efforts and accomplishments. For whatever reason, whether it’s not understanding the importance of praise, being uncomfortable expressing appreciation, or having a twisted perception that praising people will cause them to lose their performance edge, many leaders simply don’t use one of the most powerful tools in their leadership toolbox.

Ken Blanchard has frequently said that if he could choose one thing that defined his legacy as a leadership expert, it would be the importance of “catching people doing something right.”

Why should you care about praising team members? Research, surveys, and studies have shown that praise:

  • Contributes to higher levels of engagement
  • Helps reduce turnover
  • Improves morale
  • Builds trust
  • Improves manager/employee relationships

Unless delivered effectively, praise can be perceived as hollow or meaningless and actually work against improving employee relationships and performance. To fully leverage the power of praise, remember to:

  • Praise genuine achievements, not routine efforts
  • Be specific; don’t generalize
  • Deliver it as close to the event as possible
  • Link the praise to team or company values, goals, or strategies
  • Be authentic and genuine; don’t be overly concerned with making it perfect

Giving praise doesn’t cost you anything, except for a little bit of time and effort. Yet it can be one of the most effective tools managers can use to improve employee performance and engagement at work. Give it a try and let me know how it works for you.

How to Give Feedback That Builds Trust in a Relationship

feedback3Giving feedback to someone is a “moment of trust” – an opportunity to either build or erode trust in the relationship. If you deliver the feedback with competence and care, the level of trust in your relationship can leap forward. Fumble the opportunity and you can expect to lose trust and confidence in your leadership.

For most leaders, giving feedback is not our most pleasurable task. Having been on both sides of the conversation, giving feedback and receiving it, I know it can be awkward and uncomfortable. However, I’ve also come to learn and believe that people not only need to hear the honest truth about their performance, they deserve it. Most people don’t go to work in the morning and say to themselves, “I can’t wait to be a poor performer today!” We do a disservice to our people if we don’t give them candid and caring feedback about their performance.

The key to giving feedback that builds trust rather than destroys it is to have a plan in place and a process to follow. You want people to leave the feedback discussion thinking about how they can improve, not focused on how you handled the discussion or made them feel.

People will forget what you said. People will forget what you did. But people will never forget how you made them feel.      ~Maya Angelou

Before Giving Feedback

Before you have the feedback discussion, it’s important to do three things:

  1. Assess the quality of your relationship – What is the level of trust and mutual respect in your relationship? If the level of trust is low, work on building it. If there has been a specific breach of trust, work on healing the relationship before giving feedback. If the feedback receiver doesn’t trust and respect you, your message will be perceived as one more way “you’re out to get them.”
  2. Diagnose the situation and clarify your motives – Clarifying your motive for giving feedback and the results you want to achieve will help you give the right kind of feedback. Is your motive to simply give information and let the receiver decide what to do with it, or are you making a request or demand and expecting the receiver to do something different? Be clear on the outcome you’re trying to achieve, otherwise your feedback will be muddled and ineffective.
  3. Make sure there is/was clear agreements about goals, roles, and expectations – Did you fulfill your leadership obligations by setting the person up for success with a clear goal? If the goal isn’t/wasn’t clear, then reset or renegotiate the goal. If circumstances beyond the employee’s control have changed to inhibit goal achievement, work on removing those obstacles, revisit the goal, or engage in problem solving.

Feedback Guidelines

When you have the feedback discussion, you’ll be much more successful if you follow these guidelines:

  1. Give feedback on behaviors that can be changed, not on traits or personality – Behavior is something you can see someone doing or hear someone saying. Telling someone they need to be more professional, flexible, or reliable is not helpful feedback because it’s judgmental, nonspecific, and would likely create defensiveness. Being specific about the behaviors the person needs to use to be professional, flexible, or reliable will give the receiver a clear picture of what he/she needs to do differently.
  2. Be specific and descriptive; don’t generalize – Because giving feedback can be uncomfortable and awkward, it’s easy to soft pedal it or beat around the bush. Think of giving feedback as the front page newspaper article, not the editorial. Provide facts, not opinions or judgments.
  3. Be timely – Ideally, feedback should be delivered as close as possible to the time of the exhibited behavior. With the passage of time, perceptions can change, facts and details can be forgotten, and the likelihood of disagreement about the situation increases. Above all, don’t save up negative feedback for a quarterly or yearly performance review. Blasting someone with negative feedback months after the fact is leadership malpractice.
  4. Control the context – Timing is everything! I’ve been married for over 28 years and I’ve learned (the hard way) the value of this truth. Choose a neutral and comfortable setting, make sure you have plenty of time for the discussion, be calm, and pay attention to your body language and that of the receiver. Don’t let your urgent need to deliver the feedback overrule common sense. Find the right time and place to deliver the feedback and the receiver will be more receptive to your message.
  5. Make it relevant and about moving forward – Rehashing or dwelling on past behavior that isn’t likely to recur erodes trust and damages the relationship. Keep the feedback focused on current events and problem solving strategies or action plans to improve performance. Staying forward-focused also makes the conversation more positive in nature because you’re looking ahead to how things can be better, not looking back on how bad they’ve been.

Along with these five guidelines, it’s important to solicit input from the feedback receiver to hear his/her viewpoint. You may be surprised to learn new facts or gain a better understanding of the story behind the situation at hand. Don’t presume to know it all when having the feedback discussion.

Giving feedback doesn’t have to be scary and painful. Most people know if they’ve messed up or are falling short in a certain area, even if they don’t like to admit it. The way in which the leader delivers the feedback can have more impact than the feedback itself. You can deliver the message in such a way that your people leave the meeting committed to improving their performance because they know you care about them and their success, or your delivery can cause them to leave feeling wounded, defeated, and less engaged than when they arrived. Which will it be?

It’s your moment of trust. Carpe Momentum! Seize the moment!

How to Avoid the Biggest Mistake Leaders Make

Biggest Mistake Leaders Make - Section 1Over 1,400 people were presented a list of common leadership mistakes and were asked to select the top five. Two of them stood out clearly from the rest: Not providing appropriate feedback was chosen by 82%, with failing to listen or involve others a close second, chosen by 81%. (Failing to use an appropriate leadership style, failing to set clear goals and objectives, and failing to develop their people rounded out the respondents’ top five things leaders most often fail to do when working with others.)

Why is that? Well, one obvious reason is most managers receive little to no training when they move into a supervisory role. One study suggests most managers don’t receive any training until 10 years into their career and research conducted by the Institute for Corporate Productivity found that 47 percent of organizations do not have a formal training program in place for new managers. Clearly many new managers aren’t getting the training they need to succeed in their roles. (If that’s you or your organization, check out our new First-Time Manager training program.)

A second, and no less obvious reason, is that giving feedback can be difficult and scary. Giving feedback to someone is a “moment of trust” – an opportunity to either build or erode trust in the relationship. If you deliver the feedback with competence and care, the level of trust in your relationship can leap forward. Fumble the opportunity and you can expect to lose trust and confidence in your leadership.

The key to giving feedback that builds trust rather than destroys it is to have a plan in place and a process to follow. You want people to leave the feedback discussion thinking about how they can improve, not focused on how you handled the discussion or made them feel.

People will forget what you said. People will forget what you did. But people will never forget how you made them feel. ~Maya Angelou

Before Giving Feedback

Before you have the feedback discussion, it’s important to do three things:

  1. Assess the quality of your relationship – What is the level of trust and mutual respect in your relationship? If the level of trust is low, work on building it. If there has been a specific breach of trust, work on healing the relationship before giving feedback. If the feedback receiver doesn’t trust and respect you, your message will be perceived as one more way “you’re out to get them.”
  2. Diagnose the situation and clarify your motives – Clarifying your motive for giving feedback and the results you want to achieve will help you give the right kind of feedback. Is your motive to simply give information and let the receiver decide what to do with it, or are you making a request or demand and expecting the receiver to do something different? Be clear on the outcome you’re trying to achieve, otherwise your feedback will be muddled and ineffective.
  3. Make sure there is/was clear agreements about goals, roles, and expectations – Did you fulfill your leadership obligations by setting the person up for success with a clear goal? If the goal isn’t/wasn’t clear, then reset or renegotiate the goal. If circumstances beyond the employee’s control have changed to inhibit goal achievement, work on removing those obstacles, revisit the goal, or engage in problem solving.

Feedback Guidelines

When you have the feedback discussion, you’ll be much more successful if you follow these guidelines:

  1. Give feedback on behaviors that can be changed, not on traits or personality – Behavior is something you can see someone doing or hear someone saying. Telling someone they need to be more professional, flexible, or reliable is not helpful feedback because it’s judgmental, nonspecific, and would likely create defensiveness. Being specific about the behaviors the person needs to use to be professional, flexible, or reliable will give the receiver a clear picture of what he/she needs to do differently.
  2. Be specific and descriptive; don’t generalize – Because giving feedback can be uncomfortable and awkward, it’s easy to soft pedal it or beat around the bush. Think of giving feedback as the front page newspaper article, not the editorial. Provide facts, not opinions or judgments.
  3. Be timely – Ideally, feedback should be delivered as close as possible to the time of the exhibited behavior. With the passage of time, perceptions can change, facts andFeedback details can be forgotten, and the likelihood of disagreement about the situation increases. Above all, don’t save up negative feedback for a quarterly or yearly performance review. Blasting someone with negative feedback months after the fact is leadership malpractice.
  4. Control the context – Timing is everything! I’ve been married for nearly 26 years and I’ve learned (the hard way) the value of this truth. Choose a neutral and comfortable setting, make sure you have plenty of time for the discussion, be calm, and pay attention to your body language and that of the receiver. Don’t let your urgent need to deliver the feedback overrule common sense. Find the right time and place to deliver the feedback and the receiver will be more receptive to your message.
  5. Make it relevant and about moving forward – Rehashing or dwelling on past behavior that isn’t likely to recur erodes trust and damages the relationship. Keep the feedback focused on current events and problem solving strategies or action plans to improve performance. Staying forward-focused also makes the conversation more positive in nature because you’re looking ahead to how things can be better, not looking back on how bad they’ve been.

Along with these five guidelines, it’s important to solicit input from the feedback receiver to hear his/her viewpoint. You may be surprised to learn new facts or gain a better understanding of the story behind the situation at hand. Don’t presume to know it all when having the feedback discussion.

Giving feedback doesn’t have to be scary and painful. Most people know if they’ve messed up or are falling short in a certain area, even if they don’t like to admit it. The way in which the leader delivers the feedback can have more impact than the feedback itself. You can deliver the message in such a way that your people leave the meeting committed to improving their performance because they know you care about them and their success, or your delivery can cause them to leave feeling wounded, defeated, and less engaged than when they arrived. Which will it be?

Do You Manage Conflict or Does It Manage You? 5 Strategies for Success

ConflictConflict gets a bad rap. Most people tend to view conflict as a bad thing, automatically assuming it has to be an adversarial win or lose situation. The reality is that conflict is inevitable in relationships and it isn’t inherently a negative thing. It depends if you choose to manage the conflict or let the conflict manage you.

I’m a fan of the Thomas Kilmann model of conflict management because of its dispassionate approach to the topic and the practical strategies it offers for its followers. Kilmann defines conflict as any situation where your concerns or desires differ from those of another person. That can be as simple as deciding where to go for dinner with your spouse to something as complex as brokering the details of a huge corporate merger.

Thomas KilmannAccording to Kilmann’s model there are five basic modes of handling conflict that result from the amount of assertiveness and cooperation you employ. Each of us tend to have a natural, default mode we use when faced with conflict, but that particular mode isn’t always appropriate for every situation. The key to effectively managing conflict is to understand which mode is most appropriate for the situation given the outcomes you’re trying to achieve. Here’s a quick snapshot of the five modes of managing conflict:

Avoiding – Taking an unassertive and uncooperative approach to conflict defines the Avoiding mode. Sometimes avoiding conflict is the best move. Perhaps the issue isn’t important enough to address or you need to allow some time to pass to diffuse tensions. But of course avoiding conflict can also be harmful because issues may fester and become more contentious or decisions may be made by default without your input or influence.

Competing – High on assertiveness and low on cooperativeness, the competing mode is appropriate when you need to protect yourself, stand up for important principles, or make quick decisions. Overuse of the competing style tends to result in people around you feeling “bulldozed,” defeated, and un-empowered.

Collaborating – The collaborating mode is the highest use of assertiveness and cooperation and is appropriate when your focus is on merging the perspectives of the parties, integrating solutions, and building relationships. Overusing the collaboration mode can lead to inefficiency,  wasting time, and too much diffusion of responsibility (because if everyone is responsible, then really no one is responsible).

Compromising – Many times people think compromising should be the goal of resolving conflict. I give up something, you give up something, and we agree to settle somewhere in the middle…hogwash! There are certainly times when compromise is the best route, such as when the issue in dispute is only moderately important or you just need a temporary solution. But if you overuse the compromising mode, you can neglect to see the big picture and create a climate of cynicism and low trust because you’re always giving in rather than taking a stand.

Accommodating – This mode is high on cooperativeness and low on assertiveness which is appropriate for situations where you need to show reasonableness, keep the peace, or maintain perspective. If you overuse the accommodating mode, you can find yourself being taken advantage of, having your influence limited, and feeling resentful because you’re always the one making concessions to resolve conflict.

Conflict is a natural part of any relationship, and if managed effectively, can lead to deeper and stronger bonds of trust and commitment. The key is to diagnose the situation, determine your preferred outcomes, and use the mode most appropriate to help you achieve your goals.

The 1 Thing Every Employee Needs That Most Bosses Don’t Know How to Give

Challenging ConversationsEvery employee needs candid (yet caring) feedback about her performance, but most bosses shudder in fear at the thought of having that tough conversation.

I’m the first to admit that having a discussion about an employee’s failing performance is one of the most unpleasant things a leader has to do; it’s awkward and uncomfortable for both parties involved. I mean, come one, no one likes to hear they aren’t doing a good job. But the way in which the feedback and coaching is delivered can make a huge difference. The key is to have a plan and process to follow.

The following steps can help you balance toughness with tenderness and get an employee’s performance back on track while preserving, or even building trust in the process.

1. Prepare – Before you have the performance discussion, you need to make sure you’re prepared. Collect the facts or data that support your assessment of the employee’s low performance. Be sure to analyze the problem by asking yourself questions like:

        1. Was the goal clear?
        2. Was the right training, tools, or resources provided?
        3. Did I provide the right leadership style?
        4. Did the employee receiving coaching and feedback along the way?
        5. Was the employee motivated and confident to achieve the goal?
        6. Did the employee have any personal problems that impacted performance?

2. Describe the problem – State the purpose and ground rules of the meeting. It could sound something like “Susan, I’d like to talk to you about the problem you’re having with the defect rate of your widgets. I’ll give you my take on the problem and then I’d like to hear your perspective.”

Be specific in describing the problem, using the data you’ve collected or the behaviors you’ve observed. Illustrate the gap in performance by explaining what the performance or behavior should be and state what you want to happen now. It could sound something like “In the last week your defect rate has been 18% instead of your normal 10% or less. As I look at all the variables of the situation, I realize you’ve had some new people working on the line, and in a few instances, you haven’t had the necessary replacement parts you’ve needed. Obviously we need to get your rate back under 10%.”

3. Explore and acknowledge their viewpoint – This step involves you soliciting the input of the employee to get their perspective on the cause of the performance problem. Despite the information you’ve collected, you may learn something new about what could be causing or contributing to the decline in performance. Depending on the employee’s attitude, you may need to be prepared for defensiveness or excuses about the performance gap. Keep the conversation focused on the issue at hand and solicit the employee’s ideas for solving the problem.

4. Summarize the problem and causes – Identify points of disagreement that may exist, but try to emphasize the areas of agreement between you and the employee. When you’ve summarized the problem and main causes, ask if the two of you have enough agreement to move to problem solving. It could sound something like “Susan, we both agree that we need to get your defect rate to 10% or below and that you’ve had a few obstacles in your way like new people on the line and occasionally missing replacement parts. Where we see things differently is that I believe you don’t always have your paperwork, parts, and tools organized in advance the way you used to. While we don’t see the problem exactly the same, are we close enough to work on a solution?”

5. Problem solve for the solution – Once you’ve completed step four, you can then problem solve for specific solutions to close the performance gap. Depending on the employee’s level of competence and commitment on the goal or task, you may need to use more or less direction or support to help guide the problem solving process. The outcome of the problem solving process should be specific goals, actions, or strategies that you and/or the employee will put in place to address the performance problem. Set a schedule for checking in on the employee’s progress and be sure to thank them and express a desire for the performance to improve.

Using this five step process can help you address an employee’s poor performance with candor and care that will leave the employee knowing that you respect their dignity, value their contributions, and have their best interests at heart.

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