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Don Jones

Introducing Infinity: The People Leadership Experience, your leadership practice field designed to shift mindsets and change behaviors. Across three dramatic and engaging episodes, your leaders will discover, practice, and gain customized feedback about 24 learning competencies.
During the session, Don Jones, founder and CEO of Experience It, will walk you through Infinity, answer your questions, and show you why our clients are saying, “The promise of digital learning has finally arrived."
Learning Takeaways:
Infinity: The People Leadership Experience can:
   - Scale learning rapidly to 10 or 10,000 leaders.
   - Support lasting behavior change and provide just-in-time coaching.
   - Generate organization analytics.
 

DEMO: Infinity: The Future of Digital Learning Has Arrived

Don’t Let Disruption Derail Your Career

Embracing the realities of the current disruption include defining one’s place within your organization, determining work priorities, honing teamwork skills, and surrounding yourself with people who will support you.

Seize the (Professional) Day During COVID-19

Much effort goes into designing a performance improvement program such as a training event, and much money is invested. And the often-dreaded question is, How do we know that our resources have been invested well?
It's a fair question. After all, just because there are people involved doesn't mean the business shouldn't know if the investment it is making in them is a wise one. Finding out the strengths and weaknesses of our programs, as well as their overall value, can be daunting. So be honest, don't we just want to cross our fingers and believe that the program is providing value out there somehow?
However, the truth is, we'd better ask the investment question of ourselves before someone else asks us for the answers. This webinar will enable you to:

determine why you need to measure and evaluate
develop business-driven objectives
devise practical ways to collect data
analyze data quickly
present data accurately.


Demystifying Measurement and Evaluation

Rare is the workplace where you don’t have one or more sensitive coworkers. The reasons for such sensitivity are endless, and some are even valid, but when such sensitivity is combined with emotional displays, they can especially be a challenge! Such reactions are one of the main reasons people don’t hold others accountable. As we discuss how to work with sensitive, emotional employees, there are two questions I want to address: Why do people get defensive? What can you do? When I teach or coach leaders, I find that many of them believe that employees get defensive because they simply don’t want to hear “the truth.” As far as the manager is concerned, the employee got caught in their mistake and their guilt is driving them to emotion. So, their response sometimes is to get tough and say unhelpful things like, “Let’s not get emotional, let’s keep this professional,” or “No need to get defensive, let’s stay on topic.” While it may be true sometimes that people get emotional because they feel guilty, our experience suggests something else. When people get defensive, it’s because they don’t trust your intent. They’re leery that you either don’t respect them or don’t respect what they care about (shared goals). When one or both are lacking, or the other person perceives a lack of respect, you see a spike in emotional responses. See, our brains are always scanning our external environment for threats. The moment we perceive a threat, our fight-or-flight response is triggered. We react. Defensiveness is the attempt to restore safety in response to a perceived threat. And some employees may have been shut down, mistreated, or disregarded by previous bosses, contributing to extra sensitivity that needs to be considered. So, what do you do about it? You need to make it clear to the other person that you DO respect them and care about their goals. This can’t be accomplished with trite phrases when you’re in a bind. You’ve got to truly care. The way you treat them outside of crucial moments may do more for your Crucial Conversations than how you respond during them. I love what the late Stephen Covey said. “You can’t talk your way out of something you’ve acted your way into.” If you don’t show respect for their time, their work, or their unique personality, no amount of flowery language will ease their defensiveness. I think you could have a conversation with this person to address this dynamic between the two of you. You might begin, “Hey Gabriel, I’ve noticed a pattern between us that I want to talk about. When I bring up a concern about a commitment you didn’t complete, you often raise your voice or start crying. I’d like us to be able to talk about things in a way that allows both of us to feel heard and find a solution. But I’m wondering if I’ve done something—or not done something—that’s provoking your response. How do you see it?” That may not be a perfect opening statement, so adapt it to work for you. But please see the principle in the details. Be honest about the issue. Don’t let them off the hook because they get emotional. Show them you care AND address the issue. Ask how you can show you care. Keep talking. 

Working With Sensitive, Emotional Employees

What Great Leaders Have That Good Leaders Don't

In leadership, there’s a belief that often goes unspoken—people can’t be trusted to solve their own problems. This mindset isn’t limited to people working in junior roles; it’s prevalent even at the highest levels of leadership. We tend to think that only through our intervention can others succeed. But what if that perspective is fundamentally flawed? What if, instead of positioning ourselves as problem-solvers, we understood our roles as coaches or trusted guides who enable others to unlock their potential?Breaking the “Fix-Them” HabitLeaders are conditioned to solve problems. It’s in our job descriptions, and we often receive praise when we consistently address issues and solve problems. But when it comes to coaching, this “fix-it” mentality can do more harm than good. The challenge is that people are not processes to be solved. We aren’t broken machines needing repair; we’re complex, capable individuals who can navigate our own challenges. Yet, the impulse to jump in with advice or solutions often overshadows our belief in other people’s abilities.This approach doesn’t just chip away at the confidence of the people we lead—it reinforces a false narrative that they’re incapable of resolving their own issues. It’s a subtle form of disempowerment that can stifle growth and innovation. When we’re always the ones solving problems, we unintentionally teach people to rely on us instead of building their capacity to think and act independently.Flipping the ScriptAn InsideOut Approach (TM) to coaching flips the script. Instead of considering ourselves to be the experts with all the answers, we show up as facilitators of self-discovery. This method involves asking the right questions—questions that encourage people to reflect, explore, and come up with their own solutions.When we coach this way, we’re affirming our belief in the person’s ability to handle their own challenges. It’s not just about what they know; it’s about helping them draw from their experiences, values, and insights to find the right path forward. This approach fosters confidence, ownership, and accountability—qualities essential for genuine growth.Tips to Remember People Are Capable1. Pause Before You Advise: When someone comes to you with an issue, a challenge, or a complaint, before jumping in with advice, take a moment to pause. Ask yourself, “What does this person already know about their situation?” This simple shift can help you move from fixing to guiding.2. Ask, Don’t Tell: Just at the point when you think someone needs your sage advice, try turning your advice into questions. Instead of saying, “You should do this,” try asking, “What do you think you should try?” This empowers the individual and encourages deeper thinking. Besides, you will be surprised how often the person says exactly what you are thinking.3. Trust the Process: Give this method a genuine try before dismissing the merits of it. Believe that the person has what it takes to figure things out. Their approach might differ from yours, and that’s okay. We are all different therefore doing it your way might not turn out exactly as it did when you tried it for a variety of reasons. Trust that the journey of discovery is just as important as the outcome.By challenging our own assumptions and adopting an InsideOut Approach (TM) to coaching, we create environments where people feel trusted, capable, and empowered to take control of their own success.

Trusting People to Solve Their Own Problems

When an employee has a lot going on personally, it often shows up at work. These past few years have been tough on everyone, but it can be difficult to extend grace to employees while also wanting them to meet their job duties and performance measures. How can we both give sympathy AND maintain clear professional boundaries?  The problem is difficult—we’re leading people, not robots. Despite one’s best attempts to suppress personal challenges and stress, there will be times when whatever is going on outside of work begins to affect the employee’s work and performance. So, what can you do when you find that your offer to be sympathetic opened a floodgate of emotional baggage? Here are a few ideas: 1. Never pick up someone’s victim cardThe moment you metaphorically pick up someone’s victim card, you assume some level of responsibility for their victimhood. You have acknowledged that what they have experienced or are currently enduring is too hard for them to handle and they are indeed the victim. Then you are responsible to solve their problem or perpetually acknowledge and accept their shortcomings as a victim. It’s an unproductive and exhausting role, and it will only lead to resentment. Instead of picking up their victim card, acknowledge it and then give it right back to them—with the added expectation and encouragement that they rise above their challenge. Here’s an example: Lately, I notice that Carolyn has withdrawn from the team and her work is suffering. I reach out to ask how she’s doing. Carolyn unloads about how recent events at work have triggered some past emotions and it’s affecting her relationships and work. Instead of picking up her victim card, say something like, “Wow, thank you for sharing that with me. That sounds really hard, and I’m so sorry that you’ve experienced those things. But I also know that you have risen above those challenges in the past, and I want to know what you need to be able to do that again.” Encourage Carolyn to see herself as more than a victim and to find solutions to her performance issues. 2. Create boundaries by clarifying your intentWhen you feel that your employee is sharing too much or taking advantage of your empathy, you can respectfully set a boundary by clarifying what you don’t intend followed by what you do intend. It might sound something like this: “Thank you for sharing that with me. That sounds really challenging, and I can see why it could affect your work. I’d like to discuss how I can help you navigate these challenges while also getting your work done. I don’t want to come across as uncaring, but if I don’t spend much time talking about your challenges, it’s because I want to keep the conversation focused on what we can do here to help you return to the level of great work that I know you can deliver.” 3. Escalate to HRThis final tip is most applicable when the employee’s challenges are health related. If an employee’s health challenges are taking a toll on them or the team, there are FMLA laws that allow them to take a medical leave of absence to deal with their challenges and return to work healthy. Balancing my role as a friend and confidant with that of a manager is difficult. Personally, I find that when I have a friendship with the people I manage, the work flows smoothly and quickly, communication is natural and productive, there is mutual trust, and it simply makes work more enjoyable and fun. Who doesn’t want to work alongside their friends? But there is nothing more draining than an employee who, if given an inch, will take a mile. When you find yourself in this predicament, resist the urge to pick up their victim card, communicate your boundaries and good intent, and escalate to HR if needed. 

How to Balance Compassion and Boundaries at Work

How are you feeling today? Talent leaders know that emotional intelligence (EI) is a contributor to professional success. Awareness of one’s own emotions and the emotions of others is essential to managing feelings and relationships in a productive and empathetic way.Yet many sales leaders focus on building their team’s hard skills and neglect emotional intelligence or “soft skills.” Emotional intelligence matters for every field—especially sales. When sales professionals understand and act on emotions appropriately, they can connect and communicate more effectively with their colleagues and customers.This ability has a significant impact on job satisfaction and sales performance. Find out why emotional intelligence is essential for sales professionals today and how to develop this critical skill.The Importance of Emotional Intelligence in Sales Having a great product is no longer a guarantee of a successful sales career. Today’s sales professionals need to position themselves as strategic advisors—resources to help solve their customers’ business problems. This is known as “consultative selling.”A consultative sales professional puts the buyer’s needs ahead of their own. Instead of leading with a sales pitch, sellers discuss options, provide insights, and guide buyers.Emotionally intelligent sales professionals are well suited for consultative selling because they’re aware of their own strengths and weaknesses, able to adapt to the emotional states of others, and proficient at building rapport and maintaining strong connections.5 Ways Emotional Intelligence Affects Sales PerformanceThere are five categories: self-awareness, self-regulation, social skills, empathy, and motivation. Each of these contributes to the success of highly emotionally intelligent sales professionals.1. Self-Aware Sales Professionals Manage Their Emotional StatesSelf-aware sellers can identify and understand their emotions and the impact they have on others. They can manage their mood, are less likely to clash with others, and recover from rejection faster than sellers who don’t recognize or manage feelings. 2. Self-Regulated Sales Professionals Control Their ImpulsesSelf-regulated salespeople don’t bring negative emotions—anxiety, discomfort, or irritation—to sales conversations. They adapt their behavior to the needs of their job and can motivate themselves over the long term. 3. Socially Skilled Sales Professionals Make Meaningful Connections Sales professionals with strong social skills make meaningful connections, build rapport easily, and maintain relationships over time. They know how to “read a room” and adjust their own behavior to get the outcomes they desire. 4. Empathetic Sales Professionals Understand Others’ EmotionsEmpathetic sales professionals identify other people’s emotions—and are good at adapting to fit the situation. Empathy helps sellers understand customer needs, goals, and pain points so they can address them most effectively.5. Motivated Sales Professionals Work to Achieve Their GoalsMotivated sales professionals get more done in a day and seek out training to improve their skills. They pursue promising leads and follow up on opportunities more assertively than less-motivated peers. They embrace coaching that helps them reach their goals.Developing an Emotionally Intelligent Sales Team Emotional intelligence can be developed to improve sales team performance and harmony. Look for these five building blocks of emotional intelligence when hiring and developing sales professionals:Self-Awareness: Do they seem able to recognize their own emotions and tendencies? Emotional Regulation: How do they describe handling stressful or challenging situations?Social Skills: Do they make eye contact? Do they pick up on social and non-verbal cues? Empathy: Can they see things from another perspective? Do they actively listen?Motivational Skills: Do they have techniques or habits to keep themselves energized? You can help your sales professionals increase their emotional intelligence and perform to their maximum potential with an emotional quotient (EQ) assessment. Assessments help team members gain self-awareness, reveal strengths and gaps, and help talent professionals develop low-competency areas. Consider the level of emotional intelligence within your sales organization. Are there customer satisfaction issues, personal conflicts, or tensions? It may be time to assess the team’s ability to understand and apply the power of their own emotions to improve sales performance and satisfaction.Want to learn more about emotional intelligence and sales training? Visit The Brooks Group blog for expert advice.

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