Years ago I was a salesperson for a large insurance company. Sitting in a client’s office (an unhappy client’s office) I asked to use the phone to call the home office to get the answer to his very pointed question. As I dialed our toll-free number, engaging in silent prayer as I pushed each button, it occurred to me that I hadn’t ever used the main toll-free number before. It was picked up on the third ring and answered by a cheerful person who was chewing gum so loudly I could almost see her jaw working. I was so glad I had dialed rather than my client.
On the way back to my office, I envisioned the confrontation she and I were going to have. I was going to tell her, in no uncertain terms, how unprofessional her behavior was. Chewing gum into the ears of the hundreds of callers she must talk to in a day—what was she thinking? Since it was a thirty-mile drive back, I had time to think through my initial plan and found it lacking. I needed to talk to her leader. No one, it seemed to me, had helped her understand the importance of her job. When she answered the phone, she represented the entire organization to the person on the other end of the line. I was pretty certain that had never occurred to her. Her leader had never asked her how she envisioned her contribution to the success of the entire company.
As a leader, it is fundamental to your job that each person you lead, whether they’re accountants or janitors, understands that they play a crucial part in your organization’s success. If you don’t know how to explain that, or worse, don’t believe that statement is true, stop calling yourself a leader. It is the leader’s job to create the context in which each member of their team does their work. You need to explain it in the beginning, watch for understanding in the daily work, and reward it on a regular basis.
I talked to the receptionist’s leader about the gum chewing. His blank-stare response helped me understand her behavior. I started telling my clients to call in directly to my administrative assistant when they needed to talk to someone in the company. She never chewed gum. I asked her lots of questions—this one on her first day.