Studies indicate that as much as 90 percent of executive failures are attributable to interpersonal competencies—factors such as leading teams, developing a positive work environment, retaining staff, inspiring trust, and coping with change. The message rings clear – if you’re going to excel as a leader in any industry, you must master the “soft” skills.
Organization: Managing your employee and teams
A manager’s poor engagement skills can have a major effect on employees. Interpersonal skills are important to managers charged with building workplace trust and cooperation from staff members who are collectively accountable for furthering business goals. Poor communication could lead to misunderstandings and even possibly, creating low morale and distrust.
Sales: Managing whether you are a customer or a buyer
Business leaders and sales professionals both have roles within a business organization that require them to engage with customers, clients, employees, colleagues and other stakeholders. It is important to remember that if communication can fail, it will fail. Also, if a message can be understood in different ways, it will probably be understood in the way that causes the most harm. In short, poor communication skills can have an adverse impact on an organization’s bottom line.
Conflict Resolution: Because inter-dependence and conflict goes hand in hand
There will always be conflicts in the workplace. Resolving misunderstandings or problems in the workplace requires interpersonal communication strategies to be used to help harness the necessary personal and social skills. Interpersonal communication is also a key component of conflict management in organizations where communication strategies are employed to diffuse stressful environments and hostile situations.
We use our proprietary FIREFLY© model to teach the foundation of inter-personal sales prospecting engagement. The model provides a structure to an intuitive approach beginning with one’s self awareness and recognizing the landscape of the customer relationship before using the appropriate techniques to connect with the customer.
FIREFLY© is a framework that is designed to create a consultative engagement approach to inter-personal communication – be it for internal or external communications. It is a simple framework that demonstrates the importance of being measured and intentional to build trust and credibility.
The inter-personal communications module has been used for not-for-profit, commercial, consumer and organizations who seek to improve the way people relate to each other. The contents will cover the following tracks:
- Flex to nuance the personality of the other party
- Impress to create and control the image you want to project
- Rapport building to break the ice and earn the right to proceed
- Engage to understand the views and perspectives of others
- Flow to create relevancy and context in your opinions and ideas
- Leverage differences of opinions to find common ground
- Yield to a win-win with an intentional approach to conclude discussions