Great Leaders Listen More and Talk Less

In 1977, Abraham Zaleznik authored an article that became the first publication to define management and leadership as two separate functions. Since then, leadership has become one of the most studied and least understood subjects in the world. There are millions of books, courses, and websites to help create and promote our obsession with the subject of leadership. 

Leadership is generally explained as being "visionary" and involves motivating, inspiring, and driving change. Managerial skills involve "tasks-oriented" functions. Functions like planning, organizing, directing, and controlling. Together, the two terms “leadership” and “management” form the framework for the skills and abilities necessary to drive organizational success. In fact, the concepts of leadership and management are transposable, especially in describing performance effectiveness within organizations. 

When a leader doesn't listen, employees do not bring issues or bad news to their attention for fear of their reaction. Listening, really listening, is important. Motivational leaders will listen for meaning and will pause before responding. Motivational leaders develop talent and give the people opportunities to grow. They do this by listening more, talking less. 

Great leaders know that to engage employees, reach goals, and stay ahead of the competition they need to listen more than they talk. Successful leaders make a point every day to listen more and talk less. They listen to their employees, their ideas, feedback and concerns. They listen to what's moving the marketplace, you never know where your next great idea will come from. 

Six tips to learn how to talk less and listen more: 

1. Practice not interrupting people.

2. Let other people steer conversations to prevent overtalking.

3. Speak only when you have something important to say.

4. Say what you mean in as few words as possible.

5. Ask questions that focus on the other person.

6. Avoid interrupting people 

There are trees like the butternut, that impoverish the ground upon which they grow, but the olive tree enriches the very soil upon which it feeds. Some leaders are cold, selfish, absorbing, which chill and impoverish everyone with whom they come in contact. They are like a butternut tree. Great leaders are like the olive tree they radiate affluent souls; they enrich by their very presence; their smiles are full of blessing because they understand the value of listening. 

Brad Hanson is an experienced management consultant, master sales and leadership trainer, and a keynote speaker with 50 years of sales and leadership experience.