Bad News Doesn't Improve with Age
Shortly before dawn on January 2, 2006, the peace and quiet of a small community in West Virginia was shattered by an explosion deep inside the earth. A section of the Sago coal mine collapsed, trapping 13 men in a small, confined area. Relatives and friends of the trapped miners maintained a vigil inside a local church for two days as rescuers worked around the clock to try to free the miners. Nearly 41 hours after the explosion, family members heard that 12 of the 13 miners were alive! It was the miracle they had been praying for. As the families celebrated this remarkable news, mine officials and others in the command center heard from the rescue team in the mine that the earlier report of 12 survivors was wrong. Three hours later, mine officials gave the family the bad news–all of the miners, except one, were dead.
As we look back on this scene, we see a tragedy–a tragedy that was magnified by the lack of timely communication from leadership. The leadership of the company that owned and operated the Sago mine knew within 30 minutes that the reported ‘miracle’ was incorrect. Instead of immediately telling the families that the miners had not been found alive, they allowed the families continue to believe the false story for three anxiety-filled hours. Why? When asked that question by reporters, the company’s CEO said that mine officials wanted to confirm the situation and get more information before updating the families. He further explained that their intent was to spare the families from even greater emotional turmoil.
This true story illustrates a couple of very important leadership principles. One, bad news doesn’t improve with age. In fact, the longer you wait to tell people an unpleasant truth, the more problems you create for yourself and others. Two, in times of crisis or uncertainty, leaders need to be more visible and communicate, communicate, communicate! Remember former New York City Mayor Rudy Giuliani after the 9-11 terrorist attack on the World Trade Center? He didn’t sit in his office waiting for news updates while working with his speech writers. He was out in the streets talking to the people most affected by this terrible tragedy.
So what could the mine company’s leaders have done differently? Upon learning that only one miner had been found alive, the CEO could have met with the families right away. He could have told them that the command center had received conflicting reports about the number of survivors and that they were working to confirm or refute the earlier report. He could have promised to communicate with the families every hour until all the men had been brought out of the mine.
It’s almost impossible for a leader to over-communicate during such difficult times as impending layoffs, leadership shakeups, news-breaking scandals, and mergers/acquisitions. In the absence of information, the rumor mill runs amok. It is just human nature to fill in the blanks with something—anything—whether it is accurate or not.
Remember this cautionary tale the next time you have to deliver bad news. Be thoughful about the message you want to deliver, prepare talking points, and anticipate questions and concerns from your audience. But, know that there will never be the perfect time or the perfect way to say it. So, don’t delay and start talking.
Bad News Doesnt Improve with Age - To learn more about this author, visit Kim Freedman's Website.
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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