This Overlooked Skill Drives Real Business Growth

In every successful leader’s toolkit, one skill stands out above the rest: the ability to listen. While good leaders are known for making confident decisions, great leaders understand that those decisions are only as strong as the information they’re based on. And that information? It comes from truly listening to their teams, peers, and even critics.

The Core of Business Communication

There are four essential pillars of effective communication: speaking, listening, reading, and writing. While all four are important, listening is often the most undervalued, especially among leaders. According to listening expert Dr. Lyman K. Steil of the University of Minnesota, Americans spend more time listening than speaking, reading, or writing. Yet it’s the skill we most often take for granted.

Listening: The Underrated Soft Skill

Listening isn’t just a skill, it’s a soft skill that shows respect, empathy, and openness. When you listen intently, you signal that you value what someone else has to say. It builds connection and trust. Good listeners radiate warmth and maintain eye contact, making others feel heard and appreciated.

In fact, it’s estimated that 80% of a leader’s success can be attributed to listening. Imagine a manager who never hears out their team, or a teacher who dismisses student input. They may hold a position of authority, but they fall short as role models.

True communication is a two-way street. And listening, though more difficult than speaking, is the bridge that connects both ends.

Listening in the Classroom

Educators, in particular, must become active listeners. When students feel safe to share their thoughts, ideas, and questions, the classroom transforms into a dynamic space of knowledge exchange. One student’s insight can open the door for others to express their own perspectives.

When educators embrace these discussions, they empower students and elevate the learning experience for everyone. Listening becomes teaching.

The Link Between Listening and Leadership

Leadership and listening go hand in hand. To lead well, you must listen deeply and intentionally. Only by hearing all sides, team members, stakeholders, and customers, can leaders weigh the pros and cons of a decision and understand the full scope of a situation.

Listening helps reduce the risk of failure and increases the chances of successful outcomes. It shows your team that their input is valued, fosters collaboration, and builds unity. When people feel heard, they are more motivated, more loyal, and more invested in the mission.

Practical Listening Tools and Techniques

Listening may seem passive, but it’s an active and learned skill. Research shows we speak at around 120-180 words per minute, but we can comprehend up to 800 words per minute, leaving plenty of room for distraction. This gap, known as the “word lag,” is where listening often breaks down.

Here are several proven techniques to close that gap and improve your listening:

• Pay attention to content, not delivery. Don’t get distracted by how someone speaks; focus on what they’re saying.

• Look beyond words. Body language and tone often reveal more than spoken words.

• Avoid jumping to conclusions. Don’t let internal chatter (“inner noise”) drown out the speaker.

• Summarize. Briefly restate what’s been said to stay aligned and show you’re engaged.

• Relate to real life. Connect the conversation to your own experiences to improve retention.

• Paraphrase. Repeat the message in your own words to ensure understanding.

• Take notes. It shows commitment, supports recall, and can guide future action.

• Suspend judgment. Keep an open mind, especially when hearing something unfamiliar.

• Respect the speaker. Without respect, there can be no true listening or learning.

Listening Fuels Decision-Making

Making decisions isn’t easy. It involves gathering facts, weighing multiple perspectives, and ultimately taking a leap, sometimes without certainty. But when leaders are empathetic, patient, and open listeners, they access a broader range of insights and viewpoints.

This doesn’t just lead to smarter decisions, it creates stronger teams and healthier cultures.

That’s why great leaders talk less and listen more. They process information thoughtfully, consult widely, and remain humble enough to take ideas from every corner of the organisation, even from the most junior voices. After all, brilliant insights don’t always come from the top.

The Bottom Line

Listening is not a passive act; it’s one of the most powerful tools a leader can develop. It strengthens relationships, enhances decision-making, and fosters trust.

And just like clapping requires two hands, effective communication needs both a speaker and a listener. For leaders, being the listener first might just be the most important decision they ever make.