Presales IQ

A big part of how companies hire is based on easily measured skills, both hard and soft.  We look for people that understand the technology, have demonstrated competence in execution, can communicate and lead, etc.  And clearly these aspects are important to job success.  But a previous personal blog entry got me thinking about activities indirectly related to success but possibly just as important.

That previous article focused on a team’s communication practices as a sign of health.  But that is clearly not just dependent on policy and environment.  Individuals’ capabilities are important.  Not all people communicate as easily or effectively.  There are degrees of directness in language, an ability to turn thought into words, the skill of reading a listener and modifying the message.  All of these add up to communication intelligence that predicts part of a person’s contribution to a team.

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