Manage the Critical Intersection Between Technology and Relationships with Social Intelligence

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What is Social Intelligence?

Without social intelligence, your organization is likely seeing:

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Cross Generational Disconnect and Lack of Engagement

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Unproductive Project Teams

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Stagnant or Declining Client Growth

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Stagnant or Declining Growth

The first argument from the sales force when sales are lost is often the stagnant economy or the pricing structure of their products or services. Usually, neither is at the root. All things being equal, the way that you engage your customer will determine your success every time. Customers have convinced you that it is all about the math and, in fact, they believe their own story. But, studies consistently show that the math has less to do with the outcome than your ability to influence and persuade.

Declining growth is also a symptom of poor social intelligence. Have you had your hunters sell you into your biggest clients only to then hand them off to account teams who don’t have the skills to develop the relationship? Delivering on promises and managing tactics isn’t what grows your existing accounts . Your clients expect this – you get no bonus points here. Socially intelligent account teams who have a strategy to grow client relationships is what delineates you in a commoditized market.

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Cross Generational Disconnect & Lack of Engagement

71% of millennials in the workforce are disengaged. Does it matter? It does. Millennials represent one third of todays workers. Because they tend to leave a job within three years, employers are reticent to develop them – and yet, development is exactly the strategy for engaging them and keeping them.

Millennials rate Communication/Influencing, Relationship-building, Developing Others (leadership) as their three most needed skills. This is the first generation where Social Intelligence lagged behind technological intelligence.

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Unproductive Project Teams

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How We Solve for Social Intelligence

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Management Development

Click here to learn how Jane can help your leaders.

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Sales Development

Click here to learn how Jane can help your sales teams.

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Work with In-Tact Teams

Click here to learn how Jane can help your teams.

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Jane and her approach to business have become part of our culture. You can see her influence at a variety of levels within our organization. Our sales people perform their roles with a sophistication that we never experienced before working with Jane. The bottom line is that we are winning bigger accounts and more business.

– Vice President and General Manager, Czarnowski

Jane is a valued member of our team. She’s learned our company, our culture and our customers as well as any of our own people. Her experience and knowledge have helped us to connect better with our internal and external customers. As a result of her contributions, our sales team has reached a level that distinguishes us in the marketplace.

– – Franchise Network Director, MilliCare Textile and Carpet Care

Our Interface Conference was a striking success! Your message was perfect for our group and stole the show receiving overwhelming positive scores from our audience. Many of our clients and employees told me afterwards that they are looking forward to implementing your insights and ideas. There is no doubt you had a major impact on the audience. I hope you’ll be able to join us again at a future event.

– CEO, Avalon

What is Social Intelligence?

If your success or the success of your company involves achieving results through others and those others happen to work for you or buy from you, then creating a Socially Intelligent culture is critical to your success.

Science has proven that we are fundamentally wired to connect.  Our brains are social circuits that help us to navigate through every encounter we have – with our teams, with our managers, with our clients. This neural system operates in any interaction where tuning and timing are important. They give the manager the sense that this is the person to hire, the employee a sense of attachment to a corporate purpose and a sales rep the sense that the she has finally negotiated the right deal with the client. More than that, our social world impacts not just our brain, but our biology. Bad relationships are toxic, and toxic isn’t a word associated with high-performing organizations.

Unfortunately, our society and therefore business is experiencing a corrosion of Social Intelligence – the ability to navigate and negotiate complex social relationships and environments. And, nowhere are social relationships more critical and complex than in the workplace. Business is suffering the unintended consequences of what Daniel Goleman calls “social autism’.  We struggle with unmet cross-generational expectations regarding what is social and what is relational, and the transition is proving to be painful. This shouldn’t be seen as a struggle between Boomers, Xers and Millennials, but rather about managing expectations and being intentional in creating the new norm.

Statistics show that 89% of people picked up their phone in their last face to face encounter. The Relational Economy isn’t healthy.  We can no longer assume that our people have the skills needed for impression management, influence, face to face interaction and situational awareness.

Relationship management is at the root of every successful business whether the relationship is with your  employee (measured by engagement), with your teams (measured by productivity), or with your client (measured in revenue and profit).

Don’t make the mistake of thinking that this is a problem with Millennials or that it can be solved with yet another training program. Socially Intelligent organizations are deliberate in building systems, processes and cultures that cross generational boundaries and coach employees to be intelligent about relationships and in them. These are the companies who win the top talent and the most loyal clients.