Does Your Manner Make Your Talent Useless?

Forty two years ago I was called down by a VP of Sales. I ran the in house print shop for a door manufacturer. I was twenty four and a genuine pain in the ass.

The VP (a wonderful man) called me aside. I can still remember his words. "Bill, you don't work for me but I'm going to give you some advice. You're immensely talented and you work very hard...but you're difficult to work with. People avoid coming to you because they don't want to be made to feel stupid. It's been my experience that companies find a way to do without problem employees in spite of their talent."

I can still remember my response. "Yeah, yeah, yeah...you're right. I don't work for you. Thanks for the philosophy lesson." I shrugged it off but I have never forgotten his words. He was 100% right and I was 100% a jerk.

If you manage to be in business as long as I have, you see this play out over and over. Terrifically, talented people can make themselves useless to their coworkers and industry. The pain of having them on staff isn't worth the benefit they stand to enjoy. The business finds another way to solve its problems and the gifted...pain is left behind.

These days we read so much about company culture. Author after author makes the point (valid point) that culture trumps technology and talent. A collaborative, healthy, we're all in it together for the good of the team, environment kicks ass. It happens to attract the best talent and opportunity in the world too.

I interviewed a very gifted sales rep, recently. He's thinking of a career change. We talked about his volume and the business he feels he can deliver. But...he also spent a significant amount of time telling me about how he was tough enough to bulldoze his way through the plant. He shared anecdote after anecdote explaining how he stood down this foreman and showed up that operator. In the end, I didn't see a business opportunity. I saw conflict. It's a conflict I choose to avoid.

It's a worn out object lesson but I'll always claim to have used it first. "Do you manage relationships and business challenges like a hockey goalie or a pit crew?" Do you see your role in the team and throw yourself at getting your teammate back on the track...or do you go into guarding mode and do all you can...while deceiving yourself...to prevent work or progress from taking place? Do you split hairs and make things more difficult or do you roll up your sleeves and help even though the issue isn't gift wrapped?

The truth is, in business, pit crews are more valuable than hockey goalies. Companies figure out a way to get by without people that make things difficult. Tremendous talent is useless if the price of getting to it is too high. If conflict surrounds you, the door can't be far away.

Your manner is everything to your success. Are your coworkers and clients happy to see you coming? Or...do they work up their nerve before they dial your number or come to see you with a project?

The answer tells you everything. If people like the way they feel in your presence you'll be successful. If they avoid you, unfortunately, success will too.

I never got a chance to tell the VP of Sales that he was right. I wish I could let him know that his words never left me and while it's been a struggle, I have worked hard to keep my brash nature in my hip pocket. I wish I could let him know the impact he has had on my life and career.

I encourage everyone that reads this to spend a moment in front of the mirror. Does your manner make your talent less valuable? Are you getting in your own way? Are you preventing your own success?

Don't Do It!