How much time does YOUR senior management team spend in meetings?In the past two blog posts, I talked about the hidden costs of poor meetings and their corrosive impact on decision making in your organization.
Now, there’s one more factor to consider: the impact of poor meeting discipline on your company’s top executives.
Are your senior managers wasting their time in meetings?Executive time is one of the most precious resources in any company. It's critical to spend it wisely. According to researchers at Harvard Business School and the London School of Economics, the typical senior manager spends more than a third of their working week (18 hours) in meetings.1
What happens if those meetings are poorly managed?
The costs of mismanaged executive meetings are high, considering the sheer amount of time wasted alone — never mind the resources squandered or the impact of subpar outcomes.
When senior managers meet with each other to talk about strategic issues, the stakes are even higher. According to Bain Consulting:
"The typical company’s senior executives spend less than three hours a month working together as a team, and usually less than three hours discussing strategic issues. The result? Constant frustration. Poorly considered decisions. Bad investments and missed opportunities."2
What’s the message here? If you want senior executives to make better strategic decisions, focus on improving the communication that takes place in the meetings your executives plan and attend.
Here's how to help your executives make better decisions. Not sure how to begin tackling this challenge? Here are three proven approaches:
(1) Drive decisions, not discussions.
Keep the focus on what’s most strategic and important. Ensure every agenda item is focused on making a decision— not just encouraging dialogue.
(2) Repackage technical proposals for executive consumption.
When presenting to executives, connect your recommendations to executive care-abouts. Too often, people get caught up presenting the process or a “here’s how it works” analysis.
Instead, present content that helps executives consider the decision at hand in the context of the issues or challenges they care about most (e.g., financial returns, risk avoidance, competitiveness, etc.).
(3) Give executives the right tools.
Make sure your executives, too, are able to communicate with maximum efficiency and productivity. Provide your entire executive team with a common framework for communication, one that takes the guesswork out of how to present and drive progress on the strategic issues and decisions that need to be made.
How your executives communicate with one another impacts their ability to make good decisions quickly and ultimately determines the quality of those decisions.
Executive time is a scarce commodity. Making the most of it requires clear, concise, and confident communication focused squarely on the strategic issues that senior executives value most, and that are most important to your organization.
Interested in learning more? Watch this video: Three Principles to Win Executive Approval
Conducting a hybrid meeting, one where some of those attending are in the room and others are virtual, is a lot harder than many think—and it’s quickly becoming the new norm.
Focusing on a few key aspects of your delivery can help you take advantage of this new meeting mode.
What does the hit on Netflix called The Queen’s Gambit tell us about how to sell in a virtual setting? Actually, something very important.
Before we break down how this show teaches us the key to virtual selling let’s look at the backstory.
Sales professionals need a mix of soft skills to be successful. While rapport building is often considered the top sales skill, listening is the most critical skill for closing sales, and building long-term client relationships.
Learn 3 crucial tips to closing sales, and why listening is the top sales skill of 2021.
Gratitude. Appreciation. Recognition. It makes you feel good. This week in the US, many will pause for a day or two to give thanks and show appreciation for the things and people we care about most. It’s no secret how appreciation benefits the person getting it—but did you know it benefits the person giving it just as much?
Discover why recognition is such a powerful tool for improving relationships and wellbeing in life—and at work. Learn how to (and how NOT to) express your appreciation to others.
People in communities across the globe are adjusting to communicating while wearing masks. As we’re all experiencing, masks present both verbal and non-verbal communication challenges.Given this, we’ve prepared 5 tips for effective communications while wearing a mask, and compiled several insightful articles from leading publications on additional best practices.
Customers coming to a user conference aren’t there for the fanfare, they’re there for the expertise. If you’re an expert speaking at a user conference, you’re highly knowledgeable and passionate about your topic, but you might not be an expert at speaking in front of an audience. Here are five practical tips that you can implement right away for any upcoming speaking event.
Read the blog and learn how to make your next team offsite your most productive yet.
TED Talks have become a go-to example for how to give an engaging presentation from the big stage. They can be informative, inspiring, and often incredibly entertaining. But is the TED Talk format right for a business presentation delivered in a conference room? Probably not — but the skills used by TED Talk presenters definitely are!
Learn how to identify what goes into a successful TED Talk and how to make those skills work for you in your everyday business presentations.
Learn Mandel’s 3-step model for skillfully responding — not reacting — to tough questions with confidence and ease.
- 7 Tips for Leading Zoom Panel Discussions
- Why Listening Is Key to Onboarding New Hires—Especially If They’re Virtual
- Welcome to the Future of Sales (Hint: It’s Virtual)
- Listen Closely: Your Company Culture Depends On It
- How to Deliver Impactful, Engaging Hybrid Meetings
- Leading a Virtual Team Means Doing Things Differently
- Are You Really Listening?
- 4 Listening Tips for Improving Your Virtual Meetings
- The Irresistible Power of Stories in Virtual Selling
- The Top Sales Skill for 2021!