When I Ask You To Jump…You Say “How High?”
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April 22, 2013

We’ve all heard this saying in some form or fashion in our lives and/or careers.  While we would love to lead a team of over achievers, this is often not the case in the real world.  In most cases, I see that leadership has a difficult enough time simply convincing their team to jump, even only an inch.  As successful leaders, how do we convince our teams to take a leap of faith and march to the beat of our drum? 

Step 1 is communication.  Lack of it, misuse of it, and in some cases, too much of it can all lead to a breakdown in respect, drive, and the ability to lead a team.  While there is no I in Team, there is an I in Leadership.  The next time you ask your team to jump, think about the individuals that make-up your team.   How are you communicating to their individual needs?  Do they even understand what you are asking them to do? 

Accountability without communicated expectations is like a chicken running with its head cut off while trying to complete a labyrinth.  The chicken is never going to make it.  While you won’t be cutting off any heads, without guidance and constantly “inspecting what you expect”, your direct reports stand little chance of survival as not only as individuals but as a team.  Establish clear communication from the first day on the job by setting easily understood guidelines that are acknowledged by your team. 

Once expectations have been set, now you can work on motivating the machine to start working for you.  First, let’s break down the title of this Blog…When I ask you to jump.  While a simple request, it lacks personalization.  In many cases, especially in management, how you ask someone to do something can be far more motivating that what you are asking.  This doesn’t mean please and thank you.  This dives deeper into the individual motivations people have built inside of them.  For money driven people, you will get a “how high” response if you can relate the motivation into your request, such as a bonus.  On the other hand, from someone that is motivated by accuracy, you will get a “how high?” response if you tell them to jump at a precise height. 

While small, tailoring your approach to the individual will give you the best chance at getting the “how high?” response we all want.  So, the next time you ask your team to jump, remember to think about how you are asking it.  As with most leadership principles, we can also apply this thinking to everyday selling and gaining buy-in.  Whether we are motivating an employee or motivating a prospect to take action, it’s important to feed into the specific motives of the individual.   Imagine the possibilities…both your team and your customers asking “how high?”!

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