Self-Disclosure and Feedback is one on the six component parts of Partnering Intelligence or PQ… using Partnering Skills in sales is something that can help a sales people improve performance.
Most of us are terrible at this. In two surveys each polling nearly 8,000 managers, about 44% of those surveyed said they found it stressful and difficult to give negative feedback. A fifth of them avoid the practice entirely and 40% conceded to never giving positive feedback.
Communication is the life-blood of any organization. Communication is critical to healthy relationships, and how we communicate is just as important as what we say.
The ability to disclose relevant information, share personal and business experiences, and provide honest, direct and timely feedback is critical to closing the communication loop.
Most people hear “self-disclosure and feedback” and think that this only about how to communicate to your partner frustrations or inadequate performance issues. And in part, it does mean that.
But it really starts with each partner being able to express their own needs and expectations first. This is often more difficult than it sounds – often, we as individuals and as parts of organizations have many expectations that we don’t vocalize – we may not even realize what all of these are.
Sharing personal experiences is an especially important part of building relationships – this, too, is critical in cross-cultural settings, where the personal relationship is often valued more than the business relationship, and where having a strong personal relationship can overcome the inevitable cross-cultural misunderstandings.
This attribute also means there must be a commitment to providing constant positive feedback. Ample research shows that giving positive feedback increases employees’ sense that they’re learning and growing at their jobs, makes them feel valued, and leads to increased confidence and competence. One study found that high-performing teams receive nearly six times more positive feedback than less effective teams – evidence that positive reinforcement really does help the bottom line.
Self-disclosure and feedback are foundation skills that not only energize organizational life but build trust in the process.