Aug 30, 2021
Working in corporate America means you’ll encounter people with
all sorts of different personalities, for better or worse. But as a
team leader, you need to support and create a healthy atmosphere
for the entire team. In today’s episode, Linda is joined by Gina
Stracuzzi, cofounder and director of the Women in Sales Leadership
Forum, to learn how to foster unity in your
organization, even with different personalities.
People with different personalities require different
forms of support.
- It’s very easy to alienate people in a business setting.
Especially as people return to in-person work, they might not be
used to all the socialization and communication.
- Use emotional intelligence to mirror the way people speak.
Match someone’s communication style to help them be more
comfortable in their environment.
- Building trust is integral. Gina had difficulty with people
when she made assumptions about what they wanted or
- Building trust and rapport will help you determine how, where,
and when someone communicates, and thus how you can best support
them and make the greatest impact.
Gina’s tips for building rapport:
- Don’t be in a hurry to get the sale.
- Be a listener, not a talker.
- Use questions that show you’re listening and want to know
- Consider taking notes
- Periodically repeat things back to the speaker to prompt them
Practice kindness and empathy.
- Kindness and empathy have been the guiding force to get us
through the pandemic. Even the most rigid bosses have to be kind
and patient about people’s situations.
- You don’t have to like somebody or be their friend. But you
should be kind. If someone shows up to the office in a bad mood,
it’s usually because something is happening.
- Ask if everything is okay or if everything is alright with
them. If that’s too direct, ask if anything is new. The key is to
offer an opening for the person to express their problems.
What does Gina do to build unity within an
- Think about who you’re working with and how they communicate.
What’s important to them? Are you asking them to think differently
than they might be used to?
- You can’t tailor everything to everyone, but you can be mindful
of what motivates people.
- Some companies pit people against one another, which can cause
a lot of tension. Women, in particular, are pitted against each
other for opportunities for advancement.
- Instead of creating rivalries, build teams that work together
and have healthy competitions.
Brené Brown talks about managing with shame. Depending on your
role, make sure you aren’t using shame in an innocuous way to the
point that it becomes part of the culture.
- If you’re being managed that way, have a conversation with
whoever is doing it. Repeat it back to them, and use their
language. Have them explain how it will help instead of
why because “how” is a much less aggressive way of
Has Gina ever been interrupted?
- Yes, especially in corporate America. But Gina learned a
technique from another trainer.
- If someone typically dominates a meeting, go up to the
perpetrator before the meeting. Ask them how much time they think
they’ll need today during the meeting because you also have things
you need to say.
- It will make them aware that they’re speaking and make them
aware that you’re aware that they’re speaking.
To get in contact with Gina, follow her on LinkedIn Do you
have stories to tell? Connect with Linda to share them.
This podcast is produced by TSE Studios. Check out other podcasts
by TSE Studios, including this episode’s sponsor, The
Sales Evangelist, helping new and struggling sellers close more
deals and achieving their sales goals. Subscribe to the IntHERrupt Podcast so you
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Spotify, and Stitcher. Audio created by Ryan Rasmussen