Learning to Listen Strategically

Let’s face it -- as leaders we like to pontificate the future vision of hope and impact to those gathered at our feet with twinkling eyes of awe and determination. Don’t kid yourself. Those blessed to be in your midst, as you would see it, are really much more interested in having a productive relationship with you and the purpose of your organization. Leadership is about relationships and relationships absolutely require excellent listening skills.

Listening is an art that is rarely taught, often under-appreciated and the missing skill of many bewildered leaders. We don’t receive listening grades in school -- unless of course you were that continual interruption for your third grade teacher who would give you the opportunity to ponder your listening deficit with nose in corner. Listening is the glue that keeps marriages intact, strategies defined and feedback flowing. Listening is crucial to leadership and life.

To listen “strategically” we test ownership of our vision with our team, capture different points of view that may change our approach and strengthen our relationship with the team members. Strategic listening serves as the road map of meaningful conversations.

Strategic listening requires a balance between capturing input (preferably in writing for later processing) and asking leading questions. Push yourself during conversations to follow up on comments that come up to make sure you understand what is being said. Repeat back in your own words what you hear to ensure you are on track. Ask questions that are open ended that allow others to express their ideas and emotions. Avoid indicating their input is something you already thought about or is not helpful. Don’t interrupt. Keep eye contact. Show them you are interested by writing down what they say.

As you listen, expect to learn something. An attitude of expectation will create a more engaging conversation and demonstrate appreciation to others. Strategic listening should not be reserved for only those you believe to be on your side. By showing an attitude of expectation and interest to those who traditionally disagree with your position or have been difficult to engage in the past, you take the first step toward converting them into a partner rather than a barrier to success. The act of listening is a powerful, often avoided, element of converting contrarian views into a highly supportive relationship. Listen very closely to objectors and you will often learn how to improve your plan and address objections.

Leaders who listen endear themselves to those they lead. Strategically apply the art of listening in your organization and see your vision take root in people you once thought would never grow and benefit from those who are fully engaged.