morale

The End of Cynicism.

48
Shares
Share with your friends










Submit

Along with experience in the digital marketing world comes a certain knowingness – a sense that one’s eyes are clearer, his sense of judgment more acute.  There’s an assuredness that we’ve seen all this before and that we can instantly recognize winners and losers and easily sort the wheat from the chaff.

You not only know this guy:  you’ve hired him.  Or maybe you are him.  You understandably value the digital experience he’s had at a half-dozen companies over the past 12 or 15 years.  This dude can make it rain.  Maybe he can.  But his experience and sense of self often come with a heavy tax.  The cancer that too often grows with experience is cynicism.  And it’s a killer.

The Drift is proudly underwritten this week by Digital Remedy, a digital marketing and technology solutions partner to publishers, advertisers, and influencers. Digital Remedy delivers performance-based and cross-channel solutions to increase monetization and operations potential of any organization while exceeding standard KPIs. Visit Digital Remedy to learn more.

The smart CEO and the enlightened manager are acutely aware of how this disease presents itself and how quickly it metastasizes.  Mr. Experience holds the informal meeting-after-the-meeting to let the younger sellers know that this plan looks an awful like what he saw when he was at XYZ.com.  He airs his reservations about company direction in an email reply to the whole team.  Sometimes his physical presence at a meeting – body language, expression – are enough to spread the pathogens of doubt and fear.  At a time like this — of industry consolidation and massive change – he is patient zero in an epidemic of cynicism in your company.

The tricky part is, he may not even know what effect he’s having.  And he likely believes that his approach coming from a place of generosity and helpfulness.  I really love this company!  If he works for you, you must act.

Call it Out.  Have a closed-door meeting with your cynic and make it clear that he’s entitled to his opinions and thoughts, but that the overt behavior he’s exhibiting must stop.

Inside Words/Outside Words.  Let Mr. E. know that you want to hear his ideas personally and create a secure channel to listen to him.  But make it clear that once the door opens, you need him to support or stay quiet about direction and initiatives.

Consider the Alternative.  Too many CEOs and CROs operate out of fear – fear that saying goodbye to experience means kissing off your potential revenue.  But look carefully:  does the revenue this guy is actually producing compensate your company for the sense of despair and doubt that’s immobilizing your other team members?

You’d never tolerate an employee who came in and crashed your network every day, keeping a huge number of your employees from getting anything done.  But we do it every day.  Your company and your sales team have life-forces that thrive on possibility, hope and good intention.  Know the difference between honesty and cynicism and do what you have to in order to give your team the environment they deserve.

48
Shares
Share with your friends










Submit

Blame It on Culture.

72
Shares
Share with your friends










Submit

Blame it on CultureWe tend to think of business and sales cultures for how they enable, elevate and extend our work. A strong culture gives our people clarity on the mission, helps them make appropriate decisions and level sets the expectations around behavior and tone. Good culture provides a platform on which a lot good things can be built.

But culture can – and our fast-growing digital marketing world, often does – fulfill a darker purpose. If left undeveloped, company culture can be the low ceiling that shackles your people, stymies your growth and assures that the potential of your people and technology will remain unfulfilled.

This week’s Drift is proudly underwritten by PubMatic, who provides a Marketing Automation Platform for Publishers (MAPP).  It empowers publishers with a single view into their advertiser relationships, across every screen, channel and format.  Through workflow automation, real-time analytics and yield management, PubMatic enables publishers to make smarter, faster decisions that drive revenue and streamline operations. To learn more, please click here.

Over the past two decades I’ve had the chance to work with hundreds of digital media and technology companies, big and small, and have been exposed to hundreds more. Patterns repeat and familiar scenarios play out in a continuous loop. Well-meaning CEOs and compliant leadership teams fail to recognize the warning signs that their “culture” has become little more than a license to perpetuate bad behavior and poor decisions. Here are a few of the more toxic cultural models and how they could be holding your business or sales team down.

Flat and Leaky. Having started the company with an idea, three other guys and a dog, the CEO wants to stay accessible to everyone – despite the fact that the company may now have scores or hundreds of employees. The illusion of an “open culture” obscures the fact that he’s undermining all of his managers and department heads and sowing confusion and generally gumming up the works.

“Watch How Cool and Busy We Are!” You just think you’re a culture of multitaskers equipped with all the latest digital tools. You are actually a culture of clueless tools incapable of providing full attention and respect to people and ideas. Perpetually late for meetings, constantly doing email at the expense of those in the room. If you don’t start calling out and ostracizing this boorish behavior it will kill your company.

“Bro!” A closet full of hoodies and Adidas shower shoes does not make you Mark Zuckerberg. But beyond the stunted sartorial choices, “Bro-Culture” can cause some serious problems. Ask the women in your organization how welcome and empowered they feel in the office every day? And when you invariably hire the inevitable second wave of experienced sales and tech pros, watch how the bros close ranks.

“We Got This!” The one quality most likely to cripple a company culture? Self-congratulation. It’s great to have confidence in your technology, but craving the certainty that we have “the right answer” can easily bleed into “we’re right about everything.” To succeed, you need a company of seekers; an openness to well-meaning dissent. Hire the curious and weed out the absolutists.

Peter Drucker famously said that “Culture eats strategy for breakfast.”   Ask what your culture is swallowing that might better be used to nourish your team.

72
Shares
Share with your friends










Submit