Posts tagged ‘Knowing-and-Doing Gap’

Here is some valuable information:

“Knowing What to Do is Separate from Actually Doing It!”

I am continually amazed by comments from leaders of organizations who announce “my people know what to do.” And, then when asking questions about the outcomes and results – I get non answers or corporate speak. (Corporate speak is the sterile response to a tough question that contains no emotion, no action and no commitment.)

Why does this happen? Because the “knowing-doing” gap is in action or really inaction. The Knowing-Doing gap is a fatal condition that allows people with excellent information and knowledge to limit their actions or worse – take the incorrect actions.

I had a sales manager tell me that he was concerned about his team. They kept telling him – usually when they lost a potential sale or customer – they knew they did something wrong – even though they were trained to do it correctly. He told me that he was hearing this too often and he knew he had to take action or his team could fall short of their goals. Continue reading ‘Knowing What to Do is Apart from Actually Doing It’ »

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Posted by Voss Graham on May 13, 2009 at 5:13 am under Sales.
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Today I’m touching on an issue that seems to be at the center of many things going on today. Such things as poor customer service (hot personal topic!), social behavior, leadership, and sales people with little knowledge about their profession, customer or products! A lack of learning and developing a bank of knowledge is very disheartening.

Some examples include leaders or managers have no clue about their people’s performance or no clue about how to deal with people who differ from the manager or leader. A leader or manager should be trained or knowledgeable about personal traits in order to lead and motivate them effectively. In addition, there needs to be interaction to observe and review performance – then train, coach or mentor people for improvement.

Continue reading ‘Ignorance is Not an Excuse’ »

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Posted by Voss Graham on January 21, 2009 at 5:46 am under Leadership.
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