© Devonyu | Dreamstime.com
What’s WRONG with you?
When I ask it that way, your defenses probably go up in a heartbeat. Nothing’s wrong with me, you’ll insist, thank you very much. And you’ll have lost a shot at self-improvement.
When it comes to their own problems, people don’t often tell the truth. That’s why people with weight problems keep struggling with their weight and alcoholics keep drinking. They’re rarely telling themselves the truth.
In business, most of the problems we encounter result from not telling the truth about our own problems, preferring to insist that everything’s groovy even in the face of the evidence. We put our energy into deflecting blame instead of finding and asking the questions that can lead to a genuine breakthrough.
If you ask a VERY important question, such as, “Why aren’t we twice the size we are?” there are many potential answers. “We don’t have enough salespeople.” “Our salespeople aren’t skilled.” “Our sales manager isn’t following a solid process.” “There are no consequences for inaction.” “Our marketing is ineffective.” And the list goes on…and on….and on.
All of the answers should be entertained. And once they are, the hard part kicks in. Now, figure out the number one reason and decide to have a breakthrough in that area—no matter what.
Much of the $110 billion spent each year on training is spent chasing solutions to the wrong problems—the result of a dishonest self-assessment.
As with all things, the question is not how much you invest, but whether you are aligning your training with dashboards and other business measurement tools to gauge the results. And the best way to invest that money in the right kind of training is to ask the hard questions up front AND to invite someone outside the management loop—and preferably outside the company—to ask the hard questions as well.