Article Written by: Bruce Court, ddiworld.com
It’s a well-known fact that effective leaders do more seeking than telling. Some behavior analysts, like consultant and academic Neil Rackham, look for a ratio of approximately two “seeks” for every ”tell” (Rackham has written primarily about the behavior of salespeople, but his rule of thumb is a good one for leaders, too). Author Daniel Goleman popularized the concept of Emotional Intelligence, and DDI’s own research concluded that EQ trumps IQ in four areas: Cultivating Networks, Driving Execution, Leading Teams and Compelling Communication.
Over the last six months I’ve provided assessment feedback to leaders on three continents, at multiple levels, in various industries. These leaders had varying levels of experience, skills, and personal attributes—yet among them, a common theme emerged. These leaders were either not asking enough questions or they neglected to ask the right questions. It didn’t matter what level in the organization the person was from, nor what competency they were having assessed.