A Frozen Parrot Can’t Lead

Image result for navy formation

The goal of any Surface Warfare-selecting Naval Academy graduate is to get out into the fleet to put the four years of training by the Bay to good use. They get to their ship, get assigned their Division, and receive their packet of qualifications to complete that will get them well on their way to becoming an operationally qualified Surface Warfare Officer (SWO).

The first operational watch-station a very junior and unqualified SWO stands is Conning Officer. The basic function of the Conning Officer is to spit out the commands given to them by the Officer of the Deck (OOD) to the Helmsman (steering wheel and gas pedal operator), with little to no input on what those commands are. Their first job at sea, after years of training, is to be…a parrot. As they get more familiar with driving the ship, the Officer of the Deck gives them a little more leeway to safely keep the ship on course and avoid danger.

After a number of other qualifications, watch-stations, and earning the full trust of the Commanding Officer (CO), they get qualified as the Officer of the Deck (OOD). The OOD has to have earned the full trust from the CO, because the OOD is effectively responsible for the $millions/billions worth of equipment, and more importantly, hundreds of Sailors’ lives while standing in for the CO. A smart CO will not qualify an Officer as OOD if they do not feel they are capable of the role’s demands. It’s also ultimately the CO’s responsibility to ensure the Junior Officers aboard their ship are receiving the proper training and support that gives the Junior Officers the tools they need to accomplish this goal.

I, along with my fellow junior Officers, qualified OOD on time with just one exception who was somewhat capable, but wasn’t able to earn the CO’s full trust. There was one instance during my qualification process that still haunts me today. We were doing exercises out in the Atlantic Ocean, relatively close to shore. Surprisingly, one of the unlikely concerns of these powerful, and globally feared Naval warships is…fishing net. The fishing net buoys don’t show up on radar,  are hard to see visually at a distance, yet can cause considerable damage if the nets get caught on the propeller and shaft. I was standing OOD, steaming along at a nice clip, when I see we’re headed straight for an orange fishing buoy. I look to the left and see another buoy. Look to my right and see another. My training always told me to avoid fishing nets at all costs, but it never said anything about what to do when contact with a fishing net is inevitable. I froze, because I had never received instructions on how to handle this. Despite the many hours of studying, and training, I froze. I didn’t relay any commands to my Conning Officer, thus no commands got parroted to the Helmsman. Luckily, a more seasoned OOD happened to be on the Bridge, and quickly shouted out a command that while informal, got the point across.

Steer for the middle of the two buoys!” (This would be where the net is deepest and least likely to contact the prop)

No OOD wants another Officer to take command of their bridge, nor should they, but in this case, I was glad someone had the ability to take control and stand in for me when I lost control of the situation (“Now get off of my Bridge!). This haunts me today because the situation could have been more serious, and had much more catastrophic results.

A few months later, while deployed in South America, I was standing OOD at night, performing multi-ship wartime exercises (DIVTACS) with Central and South American Naval Forces. Every US Navy ship has the CO’s Standing Orders, which are guidelines for how to operate the ship in the CO’s absence. There’s a section specific to night-time operations, which are set up to allow time for the CO, and the rest of the crew to get some sleep without too much unnecessary movement. They typically include directions like; keep the speed below 10-15 kts, keep rudder angles less than 15 degrees, etc. The guide ship during these night time operations, despite not specifically following our CO’s Standing Orders, usually followed the same guidelines. One of the foreign Navies (I think it was the Chileans) had developed a bit of a reputation for not providing a lot of time for the other ships to receive, understand, and plan necessary actions to properly execute the formation.  Luckily, the time spent at the Academy on maneuvering boards (mo-boards), and challenging my team of Operation Specialists (OS’s) to mo-board drills paid off, because I had become very proficient at solving them. This allowed me to quickly comprehend and evaluate the commands given, and the actions that needed to be taken. On one specific occasion, the guide ship sent an order that set my ship on a collision course with another, and per their reputation, they executed the formation before I could let them know of the pending danger.

“All engines ahead full! Hard left rudder!”

This was quick and deliberate action to take my ship out of harm’s way, allowing us to approach the formation from the rear and arrive on station safely, albeit not as directed. All engines ahead full with a hard rudder causes a nice little list, definitely enough to wake any CO from their slumber. It was necessary to show the other ships our clear deviation from the planned movement, and get out of the way of other ships quickly. Within seconds, the CO was on the Bridge in just his underwear, chewing out my Conning Officer for disobeying his Standing Orders. I quickly jumped in, telling him that I gave the order and why. He continued to berate my Conning Officer.

“Sir, I’m the OOD, I gave the order! If you need to yell at someone, yell at me!”

The reason for the order was clear. Staying on course would have put us on a collision course, which would have been much worse than a surprise wake-up, and his toothbrush falling into the sink. The CO was not grasping that his standing orders did not fit the immediate situation, and that no deviation would have been disastrous.

In business, we sometimes find ourselves in situations where we’re given orders that aren’t in line with our values, strategy, are ill-suited for our customers, or could jeopardize the success of the business. It’s not always intentional, as sometimes we get so focused on the big picture, we fail to see the fishing buoys right in front of us. As a leader, it’s your duty to stand up and take the proper action, professionally.

Don’t freeze. Don’t blindly parrot orders that will cause you to question your personal values, your company’s values, the pact that you have with your customers, or your ability to achieve your business objectives. You will likely wind up regretting it later. It will likely affect your business relationships and revenue generation, but will most certainly be transparent to those you manage. You must deviate by taking deliberate action, relying on your experience, knowledge, and the confidence instilled in you by your senior leadership when they hired you. Stand up and do the right thing, even if it results in short-term pain. It will ultimately result in long-term rewards, which could be anything from maintaining your integrity and your credibility with your customers, and/or the respect of those organizationally subordinate to you. I guarantee someone aboard the USS FITZGERALD, or USS MCCAIN either knew the actions taken, or failure to take action would result in collision. Whether they didn’t feel empowered to stand up, or they just froze, people died. Don’t let that be you, or your organization.

If you find yourself simply parroting commands, assume your role as a manager not leader, expect yourself to be further compromised in the future, and say hello to Peter*. If not, get others on your ship, let them trust you with their careers and livelihood, and lead the way to greatness.

*in reference to the Peter Principle

The Reward For Excellence Is No Punishment.

Friend, former Navy SeAL, and all-around great guy, Clint Bruce, tells a story of when his SeAL Team just returned from an excellent operation. Clint wanted to do something nice for the guys to reward them for their excellent work, so he looked to his Chief for advice on how to reward them. His Chief responds, “The reward for excellence is no punishment.” (4:09-5:11)

My first visit to the Naval Academy was for a program called Summer Seminar, a week long program that gave high school students a sample of what Plebe Year and the Naval Academy had to offer. I thought I was pretty smart, until I started talking to some of the other participants. As an ice-breaker, some kids went into the brainy version of “how much can you bench, Bro?!” asking each other’s GPA.

I remember the first person to state their GPA said 4.3. “Wait, what?! Is that on a 5 point scale?” Unfortunately, this was my first introduction to high school AP courses and what they do to your grades (almost as embarrassing as my first question in nuclear power school, years later). GPA above 4.0, that’s an elite class. My grades were another story, but I thought they were excellent. Katt Williams said people buy Chrysler 300’s because they look like a Bentley…until a Bentley pulls up. I thought my grades were excellent…until I find out people have GPA’s above 4.0. We don’t always know there’s more we can be doing, but once we find out and accept that we can do more, we must strive to do more. Luckily I was able to reap some of the same rewards as those elite students, but I wouldn’t bet my future on getting that lucky again.

Excellence will make you think you’ve made it. It will make you think you can rest. When others tell you to take a break, keep going. In business, there’s someone else with a relentless desire to succeed, not relying on yesterday’s success. They won’t rest, so neither can you. Even in your personal life, you may think you’re being the best partner you can be, but I guarantee you, there’s something else you can do to make your relationship better. Do it!

Once you get a taste of the true rewards that come from going beyond excellence, in the pursuit of elite, you’ll see what you were getting was simply “no punishment.”

I implore you to pursue elite and reap the rewards. 

Disclaimers:

If this sounds like a humble-brag, maybe it is. I used to do good enough, then wanted excellence. It wasn’t until I pursued elite that my life changed immeasurably for the better, both personally and professionally. It’s not up to me to judge whether I’m elite, but I’m certainly pursuing it.

This is not an ad, although Clint does give great speeches. He has a business to help people Pursue Elite (www.pursuingelite.com).

 

Exercise Your Mind. Really!

When was your last trip to the gym to burn off some of those extra calories that are keeping you from reaching your ideal weight? Probably within the last couple of days if this is really a goal for you, or within the last couple of weeks if you haven’t quite committed to reaching your fitness goal.

When was your last checkup with your doctor? Probably within the last year, or so. Maybe within the last two years if you’re in sales, because it’s hard to take time off for something so important when quotas have to be met.

When was the last time you paid any attention to your brain’s health? Do you ever pay attention to your brain’s health, or do you sit back and wait for the presumed inevitable deterioration of your brain’s cognitive abilities? It’s likely that you’ve never had a physical for your brain. It’s likely you don’t exercise your brain either.

The point is that when we typically discuss “being healthy,” we focus on our diet, workout routine, and overall physical health, but rarely do we ever focus, or even think about our brain’s health. Why? Our brain controls it all. Our brain is what tells us to wake up in the morning and make the trip to the gym. Our brain is what reminds us to make an appointment with our doctor. Our brain is the center of our physical universe, yet is the most neglected.

The good news is that brain health is starting to get a lot more attention. Whether it’s the discussion of mental illness, intensive studies of how our brain actually works, or even how we can improve our brains, progress is being made. One estimate put advances in brain health about twenty years behind advances in heart health, but this is a growing field of study.

We typically pride ourselves on how much we can memorize, and how fast we can recall that information. The ability to excel at rote memorization is actually not a good measure of brain health. In fact, it may even be more harmful than good. It’s nice to have, but it doesn’t strengthen your brain’s connections. “In order to strengthen and exercise your brain, work on challenging your mind to construct deeper-level, thought filled ideas when presented with any type of information.” (Chapman, 93)

When asked about a political situation, do you simply recall the facts that you know based on your own experience, do you spit out the memorized ramblings from your preferred news-for-cash station, or do you take a step back and think about all of the factors at play? What else is going on in the world that may have caused this situation? If X action is taken, what impact will that have on Y? By taking the step back, connecting info, you’re exercising your brain, hopefully staving off cognitive loss down the line.

Now, let’s take that into the workplace. When given a problem to solve, do you quickly reach into your vast memory banks to deliver the answer that you think will please your manager (not to mention the extra points for doing it so fast)? Or, do you analyze all of the information, taking a broader look at the pertinent information in order to come up with a well thought out answer? In doing so, you see how everything connects, so that if one of the parts fails, you still know how to connect the dots to a strategically devised solution.

One of the most important lessons I learned in the Navy’s nuclear power program is to analyze the facts and how they affect the big picture. How to get to the answer, without initially knowing the answer. During our training, we spent a lot (a lot is an understatement) of time memorizing plant diagrams, system valves and why they’re significant, casualty procedures, and more. This was accomplished by hours upon hours of rote memorization by drawing and writing on white-boards and erasing. Repeat. However, we also had to know how everything worked together, and have an idea of how an impact to one system could affect the overall plant operation. One key question that was asked on all qualification boards was “What happens if there’s a leak in the Reserve Feed Day Tank (RFDT) that goes unnoticed for days?” Wait, this was not covered anywhere in all of the rote memorization of systems and diagrams, so how am I supposed to know this? The key was to take the information we had, apply it to the feed system, then the next system, and so on, until we could get a big picture understanding of the overall effect. It wasn’t about having the answer memorized, rather challenge our integrated reasoning to see if we could solve the problem. Who knew a simple leak in a seemingly simple component could cause plant failure?

What if we could apply similar challenges to our everyday life? What if we reached beyond the information that is fed to us by organizations with an agenda? What if we could burst through the walls of “I can’t,” and “I don’t know” that we’ve set up in our own minds?” The truth is, we have the information we need to be able to, therefore “I can.” We have the components to know, therefore “I know.” It’s all in our mind, but we need to go the extra mile to challenge ourselves to look at the facts, understand what those facts mean to us, and connect them to the other things we’ve learned and experienced in life. By doing so, we’re not only eliminating our own personal limitations, we’re improving our brain’s health, and increasing our brain’s longevity to go along with our expected longer life spans.

The power of the mind has recently become a huge interest of mine. The fact that I have two grandmothers with dementia has accelerated my interest and desire for a healthy brain. I was fortunate to take part in the Center for Brain Health/Brain Performance Institute’s SMART program, which really reinforced a lot of my recent findings from books I’ve read like Succeed by Dr. Heidi Grant Halvorson, RAPT by Winnifred Gallagher, and more. I’m currently reading Make Your Brain Smarter by Dr. Sandra Bond Chapman, the Chief Director at the Center for Brain Health.

http://www.brainperformanceinstitute.com

Sales Managers, Who Do You Lead?

When you ask most people about the sales training they’ve received, the answers will likely be very similar:

You reach out to the customer, engage the gatekeeper, the executives, but ultimately trying to get in front of the decision-maker. Once in front of the decision-maker, you build rapport, set some expectations, and ask some questions to get a better understanding of the pain your customer is feeling, whether it’s realized or not. The types of questions asked typically start with broad open-ended questions, and as you go along you keep digging deeper in order to uncover a pain the customer doesn’t know they have. There are some additional questions asked, and steps that follow, but up to this point, your goal has been to really get to know your customers’ needs, and what you can do to help them become more successful prior to gaining their commitment.

Why do you really care whether, or not they’re successful? Aren’t you really just trying to close the deal and take another check to the bank? Hopefully your answer is no. The check is a nice reward, and an indication of a job well done, but yes, you should care whether or not they’re successful. A customer that has invested time and money, as well as trust in you as their guide to a more successful business can pay huge dividends in the future, whether it be future business with them, or an endorsement for others to seek out your services.

If we can agree that building rapport, asking some tough questions, and understanding customers’ pain is important in building successful and lasting business relationships, presumably based on trust, why do we not do the same thing with our sales teams?

How many sales managers truly know the members of their team? When you first met with your team, did you address them as a team, or take the time to meet with each of them individually? Did you put in the same amount of effort into building rapport with each individual as you would have a million dollar sales opportunity?

Sometimes, the manager/employee relationship can be taken for granted. Either the team was already in place when the manager took over, or the manager hired some/all members of the team. In either case, it’s assumed that everyone is on the same page, with the same goals, with the same drivers. The manager’s goal could be to exceed quota in order to make more money. More money, the whole team should have that goal, right? You would assume so, and you could also assume the goal of more money is why the employees took a sales job. Well what if the reason an employee took the sales job is because they’re insecure with themselves, and closing a deal is the constant reinforcement that they need to gain enough confidence just to make it to the next week? In this case, the money could be the secondary or tertiary driver, so talking to them about making more money could fall on deaf ears. However, the manager could motivate the employee with a little confidence boosters by simply speaking some kind words from time to time, which they might find to be a lot more effective.

There may be an employee that’s simply in their role until another company with a more desirable culture has an opening. They meet the minimum requirements, but there’s no passion. No need to invest time in that employee, right? Wrong. Why do they want to leave the company they’re already with? What if they want to leave because they feel like their previous manager just didn’t care? What if they feel like they don’t have the tools to excel? As the manager, you can provide those tools, and show that you care, ultimately leading to greater success. Now you have an employee that can do better work, potentially exceeding quota, and trusts in the support structure for years to come. Just by taking a sincere interest in that employee, asking a couple of questions, you’re able to save the company thousands of dollars in recruiting, hiring, and downtime, and have an asset that can deliver for an extended period of time.

By putting forth the same, or more effort into your Team as you would a deal, you’re showing them that they matter to you at least as much as the deals you plan on closing together. Building rapport builds trust. It takes a little more time, but the more trust there is, the more communication there is. When a team effectively communicates, they’re better able to collaborate, bounce ideas off of each other, be on the lookout for common issues that may arise, and share best practices. Individually ask your Team some broad, open-ended questions to get a better idea of who they are, what drives them, what pains they may have that can negatively impact their performance. When you take an interest in identifying problems that they don’t know they have, and therefore don’t know are negatively impacting their performance, you become a trusted advisor. Work with them on finding solutions, or the support they need. Sometimes just a quick word on how they’re performing can ease a lot of tension. Now before you step out with these newly formed bonds, be sure to gain their commitment. A sale isn’t a sale until you’ve gained commitment from your customer. Gain commitment from your Team, that you’ll work toward a common goal. You’ve established the lines of communication, so that anytime either of you feel you’re not meeting the agreed upon standards, a quick conversation won’t be viewed as a negative. You can now go forth as a Team versus a bunch of individuals with varying goals.

As you transition from being a manager to a leader, you’ll see a more inspired Team. You’ll see a Team that is driven to perform for the overall benefit of the Team and company. They’ll put in the extra hours for you, and close more deals.

Make the Most of Your Morning

Do you feel rushed every morning? How does that make you feel? Irritable? Anxious? How does that affect the rest of your day? How does that affect those around you; family, friends, or co-workers?

Chances are, your morning routine is the same, if not very similar every day. You know exactly what you have to get done in order to get started and attack your day. Maybe you get started with a morning shower, make-up application (for the ladies), getting your clothes ready, making sure the kids are ready, etc. Like most people, you’re probably rushing through your morning routine, putting you in a stressed state before the day’s challenges even come your way. Why is that? Likely because you snooze, snooze, snooze, and then snooze once again until you absolutely can’t snooze anymore. Maybe you’re not a snoozer, but you set your alarm to the exact minute that allows you to maximize the amount of sleep captured in one night. Well, what happens? Aren’t you still tired? Don’t you wish you could snooze again? Don’t you still wish you had more time?

You feel the same way whether you wake up at 5:00AM, or 5:30AM. I have yet to hear someone that wakes up to an alarm clock tell me that they feel refreshed and just can’t take anymore sleep when their alarm goes off. If waking up to an alarm is going to suck anyway, embrace the suck. Take control of your morning before it takes control of you. If you wake up at 5:00AM, you have 30 extra minutes to calmly get ready for your day. You have time to meditate, to calmly reflect on the day’s goals. Reflect on the things that are important to you. How are you going to face your biggest challenge of the day? You’re now ahead of the pack vs. trying to catch up, because you’ve already done what most people aren’t willing to do. Now that you’re less stressed out, your interactions with others will be much more cordial, you won’t be as irritable, and you’ll have time to focus on the details to ensure you’re your best self.

If you don’t truly believe this will make your day better, it won’t. If you think it will be easy, it won’t be. If you’re not ready to sacrifice a few minutes of sleep for sixteen hours of peace, you’ve already read too much. This won’t work unless you’re committed to it. Before you set your alarm at night, set your mind that you’ll pop up right when your alarm goes off. Don’t give your mind the opportunity to talk you into more sleep. Don’t let it convince you that you need more sleep. Don’t let it take over. When your alarm goes off, get up, 100% of the time, 99% won’t do. If you must, set your alarm up on the other side of the room, so you have to get up to turn it off. Once you’re up, you’re up, feeling the same as you would if you allowed yourself additional sleep, only now you have time to enjoy your morning and the rest of your day.

You’ll start the day in control, having already completed one goal. You’ll be more relaxed, and get to enjoy more time in the day. Take time to enjoy watching the sun rise, it’s beautiful when you have time to focus on it and not viewing it through stressed out eyes. You’ll eventually get to the point where you wake up early without the alarm, and that’s when it gets even better.