What's Your Story?. Craig Wortmann

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to measure. But the challenge we have created for ourselves is that the muscles (our people) that hold the skeleton (our systems) together are really hard to measure. Building those muscles requires what I call “performance skills.”

      “It’s the people, stupid. You can take any management discipline from the past few years: total quality, reengineering, enterprise-resource planning, and now CRM. In every one of those instances, the failure has been addressing behavioral issues.”

      – PAUL COLE23

      DEFINITION: Performance skills, noun: 1. Hard-to-quantify skills like leadership, ethical decision making, teamwork, coaching, giving and receiving feedback, building client delight, strategic selling, negotiating, business acumen, sharing insights, and inspiring the true “muscle” of business. Skills that require judgment and a high EQ. Skills that require constant practice and reinforcement through leadership, mentoring, strong communications, powerful learning solutions, and a little bit of luck.

      DEFINITION: Showing up skills, noun: 1. Easy-to-quantify skills that come “stock,” such as computer skills, basic communications, presentation and project management skills, honesty, and integrity. 2. The “please” and “thank you” skills that every employee (and every person) should “show up” with.

      In Figure 1.4, we see how bits and bullets have a diminishing impact on performance. To expose people to information such as policies and procedures, there is nothing better than bits and bullets. But as we expect people to build new skills or apply their existing skills to a new situation or set of goals, we must move into story territory.

      Just as we often shape our messages into bits and bullets to accommodate our devices, many companies have organized their communications and learning solutions in such a way as to accommodate technology, not the other way around. For example, just like most companies bought CRM systems, many organizations have now purchased and installed a “learning management system,” or LMS. The purpose of an LMS is to, of course, manage learning by distributing and tracking courses taken and compliance achieved.

      “We have spent all of this money and built all of these systems to house information and ‘learning’ with the expectation that we are creating value. What we’ve created instead are just corporate landfills.”

      – MARTY SIEGEL24

      Systems like these offer some clear benefits, such as providing a common access point to materials, logistical information, and training for hard skills (e.g., using a spreadsheet program or CRM system).

      One of the unintended consequences of these systems is that performance skills are now treated like a discrete item (think call times, packages delivered, or number of employees that have completed diversity training). That is, LMS systems only work well when they are acting like databases. (“We know Bill took this course and when, and we even know how he did on the final quiz.”)

      FIGURE 1.4 Application of Stories

      WHY ARE WE GOING SOFT?

      In the consulting and learning businesses, we are our own worst enemy. In an attempt to appear more credible, we create language that makes no sense to business leaders. We refer to skills as competencies and we build elaborate learning management systems that are just expensive repositories that further undermine our credibility. But the worst offense of all is when we refer to any skill that is not technology-driven—a “hard” skill such as learning to use Microsoft Excel—as a “soft” skill. It’s no wonder businesspeople don’t take their own learning professionals seriously. The terms we use make it sound like we are building fat instead of muscle! These soft skills aren’t soft at all; they are the “performance” skills and muscle that enable organizations to grow and succeed.

      But what if the performance skills that are most critical to our success and our organizations don’t lend themselves to being easily tracked and measured? Then we have to find a way to build these types of skills and make our technology work for us.

      “So far, for 50 years, the information revolution has centered on data—their collection, storage, transmission, analysis, and presentation. It has centered on the ‘T’ in IT. The information revolution asks, What is the MEANING of information, and what is the PURPOSE?”

      – PETER DRUCKER25

      This is one of the keys to being a leader (and high performer) in our time: We are moving so fast and juggling so much that we must make time to distinguish between information that can be trusted to bits and bullets and information that demands a story. You read that right: we must make time. But before you throw this book into the cardboard box marked “Sell on eBay,” read on. This book’s purpose is to convince you that there are powerful tools at your disposal—indeed, some you may already use—that will save you time and make you perform better, in business and in life. A tall order? Certainly. And the journey begins with making the critical distinction between bits and bullets and stories.

      CHAPTER 1:

      THE BITS AND BULLETS

      • If we are not careful and cognizant of how we are brokering information, we can overwhelm ourselves and our people and cause performance to suffer.

      • Learn your vocabulary words!

      — Bits and bullets—data, facts, and information without context

      — Performance skills—the true muscle of business

      — Showing up skills—the dowry you bring to your job

      — Story deficit disorder—lack of stories to aid learning

      • PowerPoint is not evil, but it often brings out the worst in us.

      • With the information we have at our fingertips, we are all fighter pilots now. We may look and feel cool surrounded by all of this technology, but what counts is the target.

      • We have a choice. We don’t have to perpetuate the bits and bullets. There is another way.

      THE PICTURES

      Where You Get Information You’re surrounded!

      How Organizations Communicate Technology and information can push us apart

      The “Delete” button and the “Reply All” button The good and evil of communications!

      New Yorker Cartoon Too many bullets is painful

      Application of Stories Be aware of your “mix” of stories and bits and bullets

      THE STORIES

      Numbers or Lives? Ray Gilmartin’s story about penicillin

      Fish Tank Full of Glue We all want to be cool and important

      Small Grows Up Sometimes, what looks like a great

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