Sell The Hole, Not The Drill! How To Make A Successful Sales Presentation

Sell The Hole, Not The Drill! How To Make A Successful Sales Presentation

As a sales trainer and observer, I have watched many sales presentations.

Inexperienced sales professionals often tell customers everything they know about their product as if they were being examined at school. The problem is customers don’t want to hear everything. They lose interest. Then they buy from a different vendor.


They key is to focus on the customer, not on the product.

Sell The Hole, Not The Drill

Woman makes sales presentation at work

Unless you’re selling a luxury product, such as a Rolex watch or a Ferrari, customers do not really want your product. They want what the product can do for them. This is why we say customers buy the hole, not the drill. So how do we apply this to making sales presentations?

The “Hook”

Man give a sales presentation to potential clients

Unless you have been recommended, or you use advertising, you need to attract your customer’s attention. You do that with a “hook.” Mention what your customers usually want, then offer to tell them how they can get it.

Why do most people buy broadband packages? They want to call relatives in remote locations, consume entertainment through streaming services, or work from home.

Ask your customer something like this: “Mr. Jones, how much does it cost you to call your daughter in Alaska How about if we could cut that down to only twenty-five dollars a month?”

Suppose you’re selling speech analytics to a bank. Start by asking the contact center manager: “Do you worry about compliance?” Then ask: “What percentage of calls do you monitor in an average month?” Follow that up with: “And how many non-compliant calls do you think you miss?”

Find Out What They Want

Woman gives a sales presentation to potential clients

Now you have your customer’s attention. You need to find out what they really want. Look for your customer’s top three requirements. Prepare your questions in advance. You should be able to identify her needs with three or four open questions.

For the broadband scenario, you can ask: “How many people live in your house other than yourself?” Follow that with: “What do they like doing with the internet?” Your final question will be: “Suppose you had the best internet connection in the world. What would you use it for?”

For the speech analytics scenario, you can ask the contact center manager: “How many contact center agents are there?” “What kind of calls do they handle?” “How do you monitor compliance now?” and “What would you investigate if you could listen to every single call that is handled?”

In both cases, your questions will reveal the current situation, the desired future situation, and the size of the solution required.

Now it’s time to tell the customer what you have to offer.

Keyhole Surgery

Woman gives a sales presentation to potential customers

Surgeons often killed their patients in the past. They made massive incisions into their bodies. The shock and trauma they produced were often deadlier than the problem they were trying to solve.

Inexperienced sales professionals kill just as many deals by telling their customers more than they need to know about their products.

Before starting your presentation, restate their top three needs and confirm your understanding.

Tell the customer “This is how you can <> with our product.” Then tell, or show, the customer how they can meet the first need with your product. At this point, ask the customer if they have any questions. Stay silent and give the customer a moment to think, and respond.

If they have doubts, it’s better to get them out into the open where you can talk about them.

Questions show interest and engagement. If a customer isn’t asking questions, he is probably not interested. This works slightly differently in Asia, where you may find that the questions come later, and from a third party.

Move on to the second need and repeat the procedure. Instead of asking if the customer has any questions, ask what their thoughts are at this stage. Once more, give the customer time to think and respond.

Use the same procedure to talk about the third need. Once you have shown them how your product meets their needs, you can ask them: “Have I met your needs with our product?” Give your customer time to think and react.

The close and objection handling stage are beyond the scope of this article.

Monitoring The “Patient”

Man gives a sales presentation to potential customers

When talking to customers, don’t forget to watch them carefully. Don’t just listen to the words that they say; listen to and watch how they feel.

How closely are they paying attention? Is the customer listening or looking at his phone?

How would you describe the expression on the customer’s face? Does she seem interested? Does she seem friendly?

Is the customer asking questions? In most parts of the world, an unengaged customer who does not ask questions is not a good sign.

If you are dealing with a “poker-faced” customer, look at how closely she is paying attention to you. Is she taking notes? If she is going to ask you detailed questions later through a third party, she will need to listen very carefully to do so.

Wrap-Up

Do you present your products or services to customers? Do you present your ideas to your colleagues? Either way, I hope this article will give you some food for thought. Tell me what you think. How do you present your product/service/ideas?

Further reading…

Learn how to improve your persuasive skills by writing: Why Writing Is The Foundation Of Persuasion

Learn how to build business cases: “What’s In It For Me?” The 3-Stage Guide To Answering This Question


Seven Reasons You are not Getting Hired and How to Fix It

Seven Reasons You are not Getting Hired and How to Fix It

Job search: For better or for worse Job hunting can be challenging, and a poorly aimed shot will make you lose the game. Unfortunately, it is also a game where many things are not under your control. An inevitable aspect of job hunting is that you may not get the job you applied for; you […]

The post Seven Reasons You are not Getting Hired and How to Fix It appeared first on Jobacle.com.

How to Level Up Your Construction Career

How to Level Up Your Construction Career

The construction industry is bursting with opportunity from every angle. It’s a wonderfully diverse field of work that’s home to countless roles and disciplines – so no matter what stage your career happens to be at, construction likely has an exciting opening for you.  Whether it’s the technical and practical side of the industry that […]

The post How to Level Up Your Construction Career appeared first on Jobacle.com.

Summary Sunday: Issue #481

Summary Sunday: Issue #481

It’ s been over the month because the last overview. In this issue you’ ll find information concerning the workforce and job lookup. Summer is notoriously sluggish for people looking with regard to jobs. Like a job look for strategist, summer time lull is normally familiar and predictable. Inside this week’ s concern, you’ ll find posts that address a few of the very hot […]

The post Synopsis Sunday: Issue #481 appeared first upon Career Sherpa .

How To Effectively Demonstrate Your Value In A Job Interview

How To Effectively Demonstrate Your Value In A Job Interview

One of the most common reasons candidates get rejected after a job interview is that they don’t provide enough relevant, tangible examples of what they’ve done in their current/previous job that would be relevant to the position they are seeking.


When you’re looking for a new job, you need to provide specific concrete examples of the competencies listed on a job description—whether it is problem-solving, influencing, taking initiative, or managing change.

A lot of job seekers will give generic examples or just talk about what they’ve done—but without mentioning specific accomplishments. You could be very good at your current job, but if you struggle to effectively demonstrate your expertise and value in a job interview, you may miss out on your next career opportunity.

Here are a few tips to help you overcome any blocks you might have about talking about your achievements:

Discussing Accomplishments Isn’t Bragging

One of the reasons candidates shy away from talking about their accomplishments is because they don’t want to sound arrogant. However, the job interview isn’t the time to be too humble. Talking about your accomplishments and using facts and numbers isn’t bragging—it’s telling a story.

You have to remember that a potential employer wants you to do well in an interview. They are literally looking for an excuse to give out the job! So, tell them what they need in a clear, factual manner.

Demonstrate How You Overcome Challenges

Man demonstrates how he's overcome challenges in a job interview

A great way to answer questions while highlighting your skills and accomplishments is by using the “Experience + Learn = Grow” model and/or the STAR technique (situation, task, action, result).

What was the situation/problem? How did you solve this problem/overcome this setback? What did you learn from this experience? How did you apply what you learned to your career?

These methods are particularly beneficial when you’re answering behavioral interview questions that hiring managers ask to see if a candidate has enough self-awareness to know what they’re good at, and what skill sets need improvement.

Use Numbers To Your Advantage

A job seeker discusses some of her quantifiable accomplishments in a job interview

Numbers are great for demonstrating your skills and expertise. Did you increase revenue, or save time/money? Did you improve a procedure and, if so, how much time did you save? How many clients did you win in your last job? Don’t just tell the employer what the result was. Tell them how you got the result and what your decision-making process was.

Prepare several examples of quantifiable results for your next job interview and you’ll significantly increase your chances of getting that job offer!

Need more help preparing for your next job interview?

We’d love it if you joined our FREE community. It’s a private, online platform where workers, just like you, are coming together to learn and grow into powerful Workplace Renegades. More importantly, we have tons of resources inside our community that can help you prepare for your next job interview.

It’s time to find work that makes you feel happy, satisfied, and fulfilled. Join our FREE community today to finally become an empowered business-of-one!

This article was originally published at an earlier date.

Feeling Stressed Or Overwhelmed? A Positive Attitude Can Help!

Feeling Stressed Or Overwhelmed? A Positive Attitude Can Help!

Will it feel like some times you can’t seem to be able to catch a break, and even you simply want for you to throw your hands within the air? Stop, near your eyes, take some sort of d-e-e-p breath, and count number to 10. There may be good and far better days and having a good positive attitude will assist get you through all those difficult times.


Whether you think in fate or fortune, In my opinion everything happens with regard to a reason. When some thing bad happens, I might not understand why, nevertheless know that the galaxy will require care of me personally, and everything will end up being ok. Sometimes it’s your matter of being capable to put things in to perspective.

3 Ways To Preserve A Positive Attitude Any time You’re Feeling Stressed

thoughts future graphic

Here are three items you can do any time you’re feeling stressed together with overwhelmed:

one. Clear the head – get a walk around the particular block, play some songs (and dance like no one is watching), download some relaxation app like Relaxed, and so on Being able to help take a time away and come back more calm will do wonders towards energize your mindset.

2. Think regarding three (3) things you’re grateful for daily – your wellbeing, having a roof structure over your face, eating supper together with your family members, being able to spend it forward to somebody who needed help, etc. You will find others who probably a new worse day than people.

3. Speak to a buddy who can easily give you a medication dosage of optimism – obtain a perspective different compared to yours. That positivity can certainly be contagious.

Life Is Such as The Four Seasons

Seasons (spring, summer, winter, fall)

I had been going through a difficult time early in our career, and my buddy told me that lifestyle was just like typically the four seasons. Once i seemed to be at my lowest (winter), it would get greater (spring), after which I’ll strike a high (summer), which often will eventually slow straight down (autumn). Although my mommy has passed, I usually keep in mind her words of knowledge when I’m confronted with of which next winter.

Nothing lasts forever. My partner and i know that being identified and persistent will help to make me keep my vision on the prize which I’ll get through individuals a down economy. You can as well!

To find out more in the power of a fabulous positive attitude, follow myself on LinkedIn !


Career AMA (Ask Me Anything!)

Career AMA (Ask Me Anything!)

Sign up for us for Career SE?ORA! Come get the career and job search questions clarified by all of us every Wednesday at 11 am AINSI QUE / 8 am REHABILITATION.


What to expect:

  • A new 30-minute LIVE session regarding Q&A related to your current career and job lookup.
  • Almost all questions is going to be entered directly into the chat feature. When you have a issue, please write, “QUESTION: inches before the actual problem you want to request.
  • Really feel free to request guidance, examples, and how-tos with regard to anything job search in addition to career development.

Can’t make the reside session? No worries! Some sort of recording will be obtainable.

We hope to find out you there!

Networking Masters

Networking Masters

Come along intended for Networking Masters (think Toastmasters but for networking)! Within this interactive group session, you will exercise your networking plus presenting skills so an individual can become a more assured connector!


Our virtual event requires place via Zoom exactly where you’re able to discuss unique experiences and trade information, advice, and recommendations with a selection of like-minded professionals.

Join our own CEO, J. T. O’Donnell, and Director to teach Development & Coaching, Christina Burgio, for this reside event every Friday in 1 pm ET or 10 am PT.

We hope in order to see you there!

How To Fill Out Job Applications Correctly

How To Fill Out Job Applications Correctly

Usually are you struggling to fill in job applications for possibilities that excite you? Are you currently constantly getting rejected for just about any and all jobs that will you affect?

In case so, we’re here for you to show you the correct method to effectively fill out there job applications!


Additional will create you apply through their own online application process. Nevertheless, the technology that’s utilized to organize applicants, this applicant tracking system (ATS) is flawed.

Unfortunately, the ATS may miscategorize applicants if these people don’t fill out their particular online applications effectively.

With this training, you’ll learn how to:

  • Fill out and about each part of often the job application to endure out as an consumer
  • Increase your chance of getting approached by a hiring supervisor or recruiter
  • Avoid the chance of getting your application overlooked

Sign up for our CEO, J. To. O’Donnell, and Director regarding Training Development & Training, Christina Burgio, for this particular live event on Wed, August 3rd, at twelve pm ET.

CAN’T GO TO LIVE? Which okay. You’ll have entry to the recording as well as the workbook after the treatment!

Sign up Now Register Now Graphic by BigStock

You Might Be Sued Over Your Website’s Accessibility. Is It Worth Ignoring It?

You Might Be Sued Over Your Website’s Accessibility. Is It Worth Ignoring It?

The year was 1996. I was 19 years old and living in Orlando, Florida, working at a vacation destination helmed by a certain murine mascot. As you might expect with a Florida August, my coworkers and I might as well have been working on the surface of the sun. But to this day, it’s not the heat I remember most (I’ve grown accustomed to that after all these years), it was the grating question emanating from the loudspeaker and the coworker with the mic in his hand:


Would all wheelchair guests please stay to the left?

Nails. On. A. Chalkboard. Even now!

You see, working for that particular vacation destination meant a lot of training—training on company tradition, on customer service and recovery, cash handling, operations, cultural sensitivity, and more. But also among those topics was training for providing customer service to people who might use a wheelchair, who might be hard of sight or hearing, or who might have no visible disability at all. They were people with disabilities—not disabled people or, heaven forbid, wheelchair guests—because they were people first, not defined by whatever physical or motor or mental disability they might possess. What that coworker should have asked is:

Would all guests using wheelchairs please stay to the left?

That simple reversal of words addressed them as human beings first. And it’s with that spirit in mind that you as a business owner should consider your website or app.

What Do You Mean, “My Website Should Be Accessible”?

Is text on your website large enough or do colors possess high enough contrast, such that content can be easily read by someone who is hard of sight?

Can screenreader technology successfully “read” your website’s content to a prospective customer who has been legally blind since birth and cannot see your website at all?

Are “targets” like buttons sized appropriately to make them easily clickable by someone with arthritis who struggles to use a mouse?

Are form fields programmed to be successively tabbed from one field to the next by a website visitor with a motor disability who cannot use a mouse at all and can only use their tab key?

Are fancy animations purposeful and programmed to be toggled off and on by those whose condition, such as epilepsy, may be aggravated by the animations?

Have you previously engaged in any kind of accessibility audit on your website or app and publicly professed the results of that audit?

If you answered “no” or “I’m not sure” to any of those questions, it’s incumbent on you to find answers and quickly remedy any issues. Read on for why this matters and what you can do now.

OK, I Get All Of That, But Why?

That WWW you type (but shouldn’t have to) in front of web addresses? It stands for “world wide web,” and among the globe’s more than 7 billion inhabitants—your potential website visitors—one billion people live with some kind of disability according to The World Bank.

In the U.S. alone, the CDC cites 61 million adults living with a disability. That’s one in four American adults.

Firstly, and most importantly, website accessibility is the right thing to do. Put yourself in their place and imagine needing to look up your doctor’s office hours. Or wanting to check out a book from your local library. Or wanting to order takeout. Or simply wanting to buy the newest smartphone. Much like we’ve made room for parking spaces for those who are handicapped or closed-captioning on TV or doors wide enough to accommodate a wheelchair, your website, too, must be user-friendly and provide an experience as closely akin to that experienced by those who are not disabled.

Secondly, you also need to know there are legal ramifications for website owners. According to the American Bar Association, more than 8,000 web accessibility-related lawsuits were filed or removed between 2017 and 2020 in federal courts across the country. Three states—New York, Florida, and California—accounted for a great many of these lawsuits. But no website owner in any jurisdiction should consider themself immune to the possibility of legal action when their website fails to approach, much less meet, common accessibility standards.

Lastly, many of the best practices related to accessibility, like image alt tags, are also SEO (search engine optimization) best practices. In other words, the investment you make in website accessibility can also have a positive impact on how Google and Bing see your website. Being thoughtful and proactive in making your site accessible can result in the site being ranked higher on search engines.

I’m Convinced. What Should I Do?

Know that web accessibility can be a complex topic. There are loads of different initialisms, acronyms, and numerical naming conventions—W3C, WCAG, 2.0, 2.1, 3, AA, AAA, and more.

But your foremost job is simply operating and marketing your business. And that’s OK. This is where it’s key that you have a trusted web developer who has a firm handle on all of the current standards and continuing evolutions in the world of web accessibility. Ask this web developer at least a few of the following questions:

  • What elements will they specifically focus on in designing and developing the website or app? (You’ll want to hear them mention font sizes, color contrast, form accessibility, and semantic programming, to name a few.)
  • With which level of accessibility standard will their work comply? (Their answer should be at least version 2.1, level AA.)
  • What tools will they use to ensure accessibility? (They should be able to name several. Write their answers down and do your own research before hiring.)
  • What websites or apps have they recently launched that met or exceeded modern accessibility standards? (They should be readily able to offer proof of their work, which you can vet on your own before hiring.)

Want to check your existing website? There are a number of steps you can take to begin improving the accessibility of your website:

  1. Firstly, Google offers its free Lighthouse tool (see image above). Using the Chrome browser, right-click anywhere on a given page and select “Inspect.” In the panel that appears, in the upper right, choose “Lighthouse” among the options. In the panel that now appears, choose the appropriate device type (desktop for most B2B brands and mobile for most B2C brands), then ensure that “Accessibility” is checked among the various performance categories that may be measured. Click the blue “Analyze…” button and do not click away from the webpage. Give the browser a minute or so and it will give you a summary of how the page scores for accessibility, as well as tips for improvement.
  2. After you’ve adequately addressed any accessibility-related issues, consider adding an accessibility statement to your website. The statement may be included among the footer navigation toward the bottom of each page of the website, typically alongside your privacy policy and terms of use. Think of your accessibility statement as a public profession of your commitment to operating a website that is accessible and what you’ve done to make that possible. The World Wide Web Consortium (W3C) offers a free tool to develop this accessibility statement.
  3. Another tool that may be of use is an accessibility “healer” like accessiBe. You’ve likely seen the “little man” or wheelchair icon as a button at the bottom of many different sites, and there are competitors to accessiBe like Userway. Tools like these allow website visitors who have disabilities to toggle increased color contrast on the site or larger text size or any number of different features. But to be clear, tools like accessiBe are not Band-Aids; they do not take the place of the fundamental work to ensure a site is accessible in the first place. These tools simply add another layer of accommodation for website visitors who need it.

Finally, you can always reach out to digital marketing leaders like myself. While I’m no attorney and cannot advise you on whether or not your website or app will pass muster in a court of law, I and many of my peers would always be happy to answer your accessibility-related questions. We’re here to offer direction however you may need it.

So go out and start building a better, more accessible world starting with your very own website. We’ll be collectively improved for it, including that coworker from so many years ago. Don’t be that guy.

How To Handle Tough Interview Questions

How To Handle Tough Interview Questions

Many employers now use behavioral-based interview questions to learn more about a candidate’s past experience as a predictor of future performance. These behavioral interview questions are usually the “tough” interview questions that interviewers use as a method of determining whether or not a candidate is a good fit for the open position.


While you can’t predict every question you will be asked during the interview process, it’s a good idea to familiarize yourself with some of the more common tough interview questions.

1. What’s Your Biggest Weakness?

There’s really no easy answer to this tough interview question, but it helps to be honest with the interviewer. No one is perfect and if we’re truthful, there are certain things that we can all improve. Try not to provide too much damaging information like an inability to arrive at work on time or at all. This is definitely a loaded question, so tread lightly, but perhaps mention an area that you are working to improve.

2. How Do You Handle Stress?

Man answers a job interview question

Interviewers are generally looking for an answer that indicates you can handle multiple priorities and projects at the same time. An answer stating that stress is a natural part of life and you feel equipped to handle the challenges of the job and balance them with the rest of your life may be just the answer that earns you the job.

3. Tell Me About A Time You Made A Bad/Wrong Decision

Woman gets asked a tough question in a job interview

The interviewer is probably not as concerned with the actual decision, but rather how you handled the situation and the outcome. This question is asking about your problem-solving skills and ability to fix an issue.

4. Questions About Honesty, Loyalty, And Good Judgment

Man smiles during a job interview

Employers want to hire ethical people with integrity, so don’t feel like you’ve been thrown a curve ball if an interviewer asks you a tough interview question about whether or not you’ve ever lied or been faced with a moral dilemma. As is the case in most situations, honesty is the best policy in answering these questions.

5. Tell Me About Yourself

Hiring manager asks a job candidate a question during a virtual job interview

This seemingly easy interview question is harder than it may seem for many candidates. It’s easy to ace this one if you have a prepared and practiced “elevator speech” that includes a few highlights from your career history. This is an opportunity to emphasize your best career accomplishments, so take advantage of this question if you are asked during the interview.

6. Questions About Former Bosses And Co-Workers

Man answers a question during a job interview

Sometimes an interviewer will ask a question about what you didn’t like about a former supervisor or colleague. These questions are asked to gauge how well you work with others, so be diplomatic in your answer and don’t throw anyone under the bus with negativity.

Another great way to prepare for tough interview questions is to ask your friends about the most bizarre and off-the-wall questions they have been asked. You may be surprised at the type of responses you receive!

Need more help preparing for your next job interview?

We’d love it if you joined our FREE community. It’s a private, online platform where workers, just like you, are coming together to learn and grow into powerful Workplace Renegades. More importantly, we have tons of resources inside our community that can help you prepare for your next job interview.

It’s time to find work that makes you feel happy, satisfied, and fulfilled. Join our FREE community today to finally become an empowered business-of-one!

This article was originally published at an earlier date.

5 Reasons Why Teachers Are STILL Not OK

5 Reasons Why Teachers Are STILL Not OK

I have been coaching for more than a few years now and I hate to say it: this has been one of my more challenging years. In facilitating in-person whole staff training, for example, I have noticed more than a few teachers sleeping in the back of the room, coming late to training and continuing to engage in telephone conversations as they enter, refusing to collaborate/work with each other, and not engaging in conversation even when prompted by me or their teaching peers. Others have giggled and laughed while watching TikTok videos as their peers were trying to speak. Video trainings have been even worse with teachers turning off both their microphones and cameras and then walking away from the computer. I know because participants are not responding to prompts or going into assigned breakout rooms.


However, I do get it. Teachers are simply overwhelmed and, increasingly, are feeling like their needs are not being met and that they are not valued as professionals. Indeed, according to a recent Challenge Success survey, only 65% of teachers reported being involved in making schoolwide decisions. The after-school trainings that I mention above may also be the only time when teachers have had the chance to chat with their colleagues all day or even week.

Here are five specific reasons why some teachers still are behaving badly, even as the pandemic ebbs, and what we might do to return positivity to our school buildings:

Staff Retention Issues

Teacher teaches his class outside

​Forty-four percent of teachers leave the occupation within their first five years (NSBA). Additionally, a poll recently conducted by GBAO strategies—a democratic polling firm commissioned by the NEA—has found that 55% of all teachers, administrators, and other staff are now considering leaving the education field sooner than planned due to the increased stress brought on by COVID-19.

In my recent WID article, “3 Reasons for the Big Quit in Teaching,” I discuss, specifically, the negative impact that increased teacher expectations, political discord, teacher pay, and the combination of all these factors is continuing to have on teacher retention post-COVID-19. Indeed, when staff leaves, teachers left behind must pick up even more duties thereby only perpetuating the cycle of burnout. As discussed by me and many others, schools can do more in providing mentorship support to new teachers and invest in third-party one-on-one coaching for all teachers regardless of their time in the profession. What is encouraging is that many states, regardless of political bent, are indeed using ESSER III funding for teacher training and support so that teachers stay in school.

Less Experienced Staff

Stressed young teacher professional at work

Today, on average, a teacher has 1-3 years of classroom experience compared to 15 years of experience 30 years ago. In addition, less than half of new teachers are over 29 years of age and just 19% are older than 40 (NSBA). To address teaching staff shortfalls, many states also are lowering the requirements to get into the teaching profession. Teachers in Arizona, for instance, can now teach with only a high school diploma if they are at least enrolled in college. Eleven other states also are considering lowering entry standards. New Jersey has not only removed testing requirements but also has developed a pilot program for teachers entering with low GPAs.

What does this mean? This means that some teachers may not have “yet” developed the professional maturity to successfully navigate the everyday challenges and expectations of teaching. While only requiring a high school diploma to teach may be a debatable policy, it is, at least, encouraging that Arizona does require teachers with only a high school diploma to be concurrently enrolled in college. Should we wish to draw upon new teacher talent sources that are not, perhaps, prepared to teach in a traditional sense, it will be important that K-12 school administration partners with higher education in training teaching staff not only on the college campus but also embedded at the teacher’s assigned school. We also should continue to explore teacher micro-credentialing programs; as teachers earn micro credits, they can be given increasing amounts of teaching responsibility without waiting for a degree in its entirety.

Stress Related To Disrupted Learning (And Testing)

Teacher walks around the classroom while students take a test

Let’s face it. To varying degrees, teachers are held accountable for how well students do on end-of-year state exams as well as on other student achievement benchmarks. However, just because we are once again testing, this does not mean that students have mastered the content/skills on which they are being tested. Studies do show, in fact, that students learned less during remote pandemic learning and are now playing catch-up. Teachers are therefore helping more students individually to catch up while also trying to move their classes forward in meeting grade-level standards. This just adds stress to an already stressful time for teachers. At least states are using ESSER III funds to support tutoring programs. Still, while we could be using the pandemic as an opportunity to consider less “high stakes” and other authentic “low stake” approaches to assessment, I do not currently see many states moving in this direction.

Decreased Administrative Support

School principal talks to a teacher

There are a host of reasons why teachers may not feel supported by administrators; these reasons can range from feeling micro-managed to having large class sizes, to leaders not ensuring appropriate student behavior—such as having a consistent student cell phone use policy for one—and/or a safe campus environment. In an anecdotal LinkedIn poll I recently conducted, a whopping 91% of participating educators stated that they had never been asked by their supervisors what their priorities were for the week and if the supervisor could help. Wow! While this survey was informal, it is still telling. Further, supervisors can’t support staff if they don’t exist. Even prior to COVID-19, research indicated that one out of every two principals is not retained after their third year of leading a school. COVID-19 has only exacerbated the demands placed upon school leaders.

As with teachers, if we must continue to bring in less well-qualified school leaders, we must develop micro-credentialing opportunities so that school leaders can gain exposure to core concepts within school administration as well as consider how schools might partner with leadership development organizations—institutions such as New Visions for Public Schools, the Center for Educational Innovation, and/or Fordham University’s GSE Office of External Partnerships, each of which offers leadership coaching around systemic school improvement, strategic planning, and communication/outreach. For instance, CEI is drawing upon the organizational improvement work of Anthony S. Bryk and the Carnegie Foundation for the Advancement of Teaching. At Fordham, where I also consult, I have had the fortune to facilitate the growth of teacher leadership teams that provide peer support alongside that of administration using the equity framework of Dr. Gholdy Muhammad.

Decrease In Positive School Climate

School counselor, teacher talks to a student

Just read some of these sobering statistics provided by the School Culture and Climate Initiative:

  • More than 1 in 3 high school students had experienced persistent feelings of sadness or hopelessness in 2019, a 40% increase since 2009.
  • In 2019, approximately 1 in 6 youth reported making a suicide plan in the past year, a 44% increase since 2009.
  • More than 66% of youth in the United States experience a traumatic event or circumstances by 16 years of age and many children experience chronic trauma.

While most districts did have a school counselor in the 2020-21 school year, only 14% met the ratio of one school counselor to 250 students as recommended by the American School Counselor Association. New issues, connected to COVID-19, also are bubbling up. Nearly half of school and district leaders said in an Education Week survey that their school or district is getting more threats of violence by students than in the fall of 2019. Two out of three teachers, principals, and district leaders also say students are misbehaving more now than they did before the pandemic.

As a result, schools need to become more creative in recruiting counselors from outside traditional school settings and explore virtual support. Additionally, one way to give staff a break and to potentially improve overall school/life balance might be to move to a four-day work week; however, a four-day schedule is not without its challenges. Still, other schools are increasing teacher training in SEL practices with yet others prioritizing restorative justice practices over that of traditional discipline measures.

Please feel free to reach out to the author at John Schembari, Ed.D. | LinkedIn.