What Your People Don't Know Can Hurt Them, And You

Broker Business Development   Written by George Lucas - Word Count: 756
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There is no doubt that learning can be a challenge for many people. That is one reason why over the years a number of folk sayings have emerged to help people feel better about avoiding the learning process.  “Ignorance is bliss” runs right along with “What you don’t know can’t hurt you”.  Such a mindset is counter-productive to success in training and development.  There is no doubt that without the proper approach, learning new ideas and information can be a painful experience.  

In his book, The Fifth Discipline, Peter Senge talks about the emotional tension that takes place when people recognize a gap between where they are and where they need to be to achieve success.  He also proposes that there is a sense of much more positive creative tension when people have a plan to fill that gap. One key role for managers today is to help their people develop plans to fill their knowledge gaps. These plans must address the more straightforward training issues for new people, and the ongoing development issues to help established employees fight the battle against knowledge obsolescence.

To assist in the development of such plans, and to reduce the frustration that comes with the learning process, it is important to recognize that job skills learning involves a four phase process. Recognizing where one stands on any knowledge issue in terms of these stages is key to getting to the level where skills are not only known, but used automatically.  Our focus here is to help you recognize the characteristics of the first three stages, and how to most effectively and efficiently arrive at the level where learning results in significant performance improvement for the employee.

Phase 1: Unconscious Knowledge Gap - This is the most impossible to totally avoid, and the most dangerous of all phases.  To minimize your exposure here, challenge what you do, and expose yourself to fresh ideas and interesting people both inside and outside your industry.  Watching your competition won’t give you a view of the outside world, just a slightly altered reflection from a mirror.

Phase 2: Conscious Knowledge Gap - This phase is less comfortable than phase 1, but a critical part of the learning process. Clearly define what it is you are lacking and then identify resources to correct the deficiency.  Allocate personal resources (sources, money and time) to move you into the next phase.  Assessing what this gap is costing you in terms of inefficiency or lost opportunities will help in freeing up resources.  Don’t wait for the good old days to return. These are the good old days!

Phase 3: Conscious Gap Filling - Resist the temptation to avoid the awkwardness of your new skills and approach.  Fight the tendency to back slide.  Educating team members will help hone your new found knowledge, and reduce the time you spend in this phase where you are more effective, but still looking to improve your efficient use of the knowledge.  Keep visible signs in play to keep you on track.

Phase 4: Unconscious Gap Filling - Your new knowledge is now second nature.  Work to keep refining and advancing your skills. Regular self-examination is critical to avoid a slide back into Phase 1. Commit yourself to whole life learning, and keep using the tools and resources that result in a  high occupancy rate for Phase 4.        

One of the best outcomes from your understanding of this four phase gap filling process is the reduced stress that comes from knowing that it exists, and which phase you are presently inhibiting on any issue. There is no way to totally eliminate any of the four phases.  All you can do is attempt to identify and use tools and processes that help you maximize your time in Phase 4 and minimize your occupancy of Phase 1 on the key knowledge areas of your life.
 


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Dr. George Lucas is highly regarded as a speaker, trainer, and expert in marketing strategy, negotiations, retailing, sales, and international marketing. George is frequently quoted in magazines, newspapers, and trade publications, and is featured on a popular nationally televised program on personal selling. George is the author of several leading business books, including Retailing, Marketing Strategy and Plans, Marketing Strategy Text and Cases, and Strategic Marketing Management. For information regarding Dr. Lucas’ programs and services,



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