Five Things Smart Leaders Do to Lower The Barriers To Change
Smart leaders understand that they don't "make" a change happen. They recognize that the people in their organization do the work, change behaviors, and, ultimately, make the change happen. They understand that their role is to make the change meaningful and easier to accept. Smart leaders facilitate change.
Let's look at five things smart leaders do to lower the barriers to change.
1. They sell more than they tell
Smart leaders are comfortable selling their ideas. They understand that "telling" someone what's going to happen is very different from "selling" them on the idea. I do not suggest that smart leaders use so called "high-pressure" sales tactics. By selling, I mean that they look for ways to get people emotionally committed to the change.
They paint, and re-paint, the vision for people. They focus on the benefits, not the costs. They understand that people need time to adjust, time to accept the change. They work to inspire buy-in rather than compliance.
2. They help people tune-in to WII-FM
Sales and marketing professionals talk about the radio station that most people tune-in to on a daily basis. They know about WII-FM (What's in it for me?).
If it's true about people in the marketplace, then it's true about people in the workplace. Smart leaders know how to answer the question on every employee's mind: "What's in it for me?"
Dr. Aubrey Daniels, noted behavioral analyst and author of Bringing Out the Best in People, makes two great comments regarding change acceptance:
- "People don't resist change, they resist being changed," and
- "People don't resist change if the change provides immediate positive consequences to them."
Smart leaders know that people are generally more willing to do things that bring personal benefit than they are to do things that benefit the organization. They take a pragmatic, not a cynical or negative, view of human nature. They see people for who they are and work to adjust their strategy to go with -- not against -- the natural drives of people in their organization.
3. They work through the "head grapes"
Every organization has a grapevine -- an unofficial communication channel that often moves faster than official ones. You might call the people who other people listen to, and therefore influence the grapevine, the "head grapes."
Smart leaders are not too impressed with themselves. They recognize that the head grapes have more personal influence within certain employee groups than they do. They understand leadership is about trust and relationship; it is not about position. Recognizing this truth, they seek out influencers in the organization. They strive to get the influencers onboard with the change. They understand the power of relationships, and they put that power to work. They work with the head grapes to affect change so that they don't have to push against the head grapes' resistance.
4. They break the change into "bite-sized" pieces
Smart leaders understand that people need both information and time to accept a change. They also realize that they can't wait forever to get everyone onboard. So, they break big changes into small pieces that people are willing to accept more quickly.
By moving in stages, smart leaders move their organizations with steady forward progress instead of periodic quantum leaps.
5. They build positive momentum
By breaking big changes into bite-sized pieces, smart leaders set themselves up to build positive momentum. Smart leaders know that an early failure or setback can create more resistance later -- even if they overcome the initial setback.
Building a record of quick, early wins helps people accept the upsets that will happen on the way to success. Smart leaders understand the power of momentum -- either positive or negative. They break changes into small pieces then pick their first move because it has a high-probability of success.
Copyright 2005, Guy Harris
Guy Harris is a Recovering Engineer. As the owner of Principle Driven Consulting, he helps entrepreneurs, business managers, and other organizational leaders improve team performance by applying the principles of human behavior. Learn more about Guy at http://www.principledriven.com
Guy co-authored "The Behavior Bucks System(tm)" to help parents reduce stress and conflict with their children by effectively applying behavioral principles in the home. Learn more about this book at http://www.behaviorbucks.com
Latest News
Gary Berntsen Thinks CIA Needs 'Leadership Not Management' FOXNews - Also, the author of a new book — boy, is this timely — "Human Intelligence, Counterterrorism, and National Leadership: A Practical Guide," Gary Berntsen ... Video: Analyst Weighs in on Obama's CIA Pick Feinstein/Panetta: Senatorial Prerogative, "Intelligence ... What Makes Someone Qualified to Serve? |
 WELT ONLINE | Democratic leadership hurting Congress, people Mid Columbia Tri City Herald, WA - Burris, D.-Ill. In the process, he led the Democratic caucus into a kind of parody of responsible leadership. Reid is legitimately scornful of Illinois Gov. ... Video: Obama Pushes Economic Plan Obama Short On Specifics For Recovery Presidents Lunch Together At White House |
 Reuters | Ford touts its leadership in in-car connectivity CNET News, CA - During his keynote address at CES Thursday, Ford CEO Alan Mulally--along with several other Ford executives--emphasized that the car giant is interested in ... Ford Announces Plans for Continued In-Car Connectivity Leadership ... Ford Sync Upgrade Brings Turn-By-Turn Navigation, Coming To Every ... Ford to globalize its SYNC technologies and services - Update |
 Sportsnet.ca | Nuggets welcome Chauncey Billups' leadership MLive.com, MI - But maybe most significant, he provides the kind of leadership that has catapulted the Nuggets to the top of the Northwest division standings. ... Not just another game for Billups Billups brings new attitude to Nuggets |
 TPMCafé | Whatever sympathy the Hamas leadership might have deserved has ... guardian.co.uk, UK - Whatever sympathy the Hamas leadership might have deserved has evaporated in this massive moral own goal. If this was not bad enough in itself, ... Video: UN Security Council approves ceasefire resolution Is this leadership? Russian Gas, American Global Leadership, and Japanese Whalers |
 CBC.ca | Jason Giambi must add leadership to his job description with Athletics Boston Herald, United States - After years of questioning the intangible value of clubhouse leadership, generally defining it as nothing more than a productive player, Billy sees the ... Giambi, A's ready to give it another go |
Conference urges leadership News-Journal.com, TX - Yordanos Refu speaks to students Thursday during the Longview International Baccalaureate Schools Youth Leadership Conference at LeTourneau University in ... LeTourneau hosts youth leadership conference |
 Azle News | State Rep optimistic about change in House leadership Azle News, TX - However it came about, the change in leadership style is something Geren is looking forward to. Straus, he noted, possesses an impressive business resume ... Relative newcomer rises to House leadership Straus has earned the House's vote of confidence House roles may shift for South Plains legislators |
Missouri's senior starters figuring out leadership role Columbia Missourian, MO - One obvious problem for the Tigers was a lack of leadership. Once Illinois sprinted ahead of Missouri, there was no one to bring the team together or help ... |
World Financial Group Names Edward Mylett to Help Direct Field ... MSNBC - resident and WFG Executive Vice Chairman Edward Mylett has accepted the newly created position of Director of Field Leadership. ... |
Resources
-
Sorry Currently Unavailable