Extinguishing the communications fire drill

How to Make Communications Technology Work for You, Not Against You

Do you have enough time during the day to respond to all the messages others send to you and to spend high quality time developing your people as well? Chances are, you don't. I've heard many managers complain because they feel drowned under the "product" of today's communications tidal wave-innumerable messages from cell phones, e-mail, fax, voice mail, etc.

You are committed to achieving success, but you may be feeling very frustrated bv the "communications fire drill"-the glut of urgent messages, any one of which can send you scurrying off to track down information, people, product, etc. These communications fire drills rob you of the time you need to perform the truly important functions of leadership, such as growing and developing your people.

Webster's dictionary defines leadership as "to guide or direct others, by persuasion or influence, to a course of action." Management can be defined as "getting things done through others." Your goal, however, is not to be an average leader/manager. You want to be a superior leader/manager-which means you want to obtain superior results from your people by being more persuasive, more influential, and more directive of your subordinates.

At any given moment of your day, you are involved with either tasks or people. Tasks are pieces of work demanded of you. People are those individuals who produce the results by which you are measured. If you spend too much time on tasks, and not enough on people, the results of your business will suffer.

COMMUNICATIONS CLUTTER

The facts on the proliferation of communications are startling. Studies have found that the average executive receives more than 40 voice mail messages a day, 60 e-mail messages, 25 faxes, and a couple dozen "While You Were Out" slips. One sales manager recently told me she receives more than 150 e-mails each day.

My point is that it's impossible to respond to 150 e-mails, 40 voice mails, 25 faxes, etc. every day and be a superior leader/manager. I'm afraid we've become so busy reacting that we're not making enough time for those important people who produce the results we desire: employees and customers. You can only lead, manage, and develop relationships faceto-face. Every minute you spend glued to your telephone or computer is one less minute you have for your employees and customers.

My urgent question for you is this: Can you can make communications work for you instead of against you? If you can, you will surely race ahead of your competition.

Time is our most precious resource, and the effective use of time will certainly determine the level of success each of us enjoys. In case you haven't guessed, I've been buried under communications clutter just like you. Recently I resolved to implement the eight strategies above because I'm committed to making communications work for me, not against me. I'm reminded of that line in the movie Network, "I'm mad as hell, and I'm not going to take it any more!" Will you join me?

EDITOR'S NOTE: Kevin Davis delivers dynamic sales and sales management training programs that increase sales. A former executive

with Lanier Worldwide, Davis is the author of the highly acclaimed book, Getting Into Your Customer's Head. To receive his free report, Overcoming the 15 Biggest Mistakes in Sales call the Davis Organization at 888/545-SELL, fax him at 925/8318677, or visit his website at www.customershead.com

Copyright B U S Publishing Group, Inc. Nov 1999
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