Closing the Gap Between Data-Driven Leadership and Inspired Collaboration: An Interview with Yosi Kossowsky

Leadership is a dynamic, ever-evolving skill that challenges us to adapt and connect with those around us. Recently, I had the privilege of sitting down with Yosi Kossowsky, an executive leadership consultant, on my Lessons in Leadership podcast. Together, we explored the struggles and growth opportunities for data-driven leaders and uncovered practical advice and actionable strategies for building trust, improving communication, and inspiring teams. Here are some key takeaways from our conversation.

[Click here to watch/listen to the podcast interview]

Defining the Data-Driven Leader

A data-driven leader relies heavily on logic to make decisions and often assumes others should operate the same way. As Yosi pointed out, these leaders view the world through a lens of reason and clarity, making it difficult to understand why others don’t arrive at the same conclusions. While they feel comfortable with logic-based decision-making, their challenge lies in leveraging emotional intelligence to connect with and influence their teams.

“It’s not about whether they have emotions; they do,” Yosi explained. “It’s about using those emotions to influence others effectively. Data-driven leaders often assume that once a decision is explained logically, everyone will follow suit. But for emotionally driven team members, logic alone doesn’t inspire action.”

The Why Isn’t Enough: Building Desire

Yosi and I discussed the importance of moving beyond explaining the "why" of a decision. In the realm of change management, for instance, leaders often articulate why a change is necessary but fail to inspire desire among their team members. The "why" may provide clarity, but it doesn’t automatically create buy-in.

“People need to know not just why something is happening but why they should care,” Yosi emphasized. “Leaders must connect to the deeper motivations and emotions of their teams to create genuine engagement.”

The Communication Gap: Undefined Ambiguity

One of the most intriguing topics Yosi brought up was the idea of "communication ambiguity." Leaders often operate with assumed definitions of terms, only to find that their teams interpret those terms differently.

Yosi shared an exercise he frequently conducts with teams: “I’ll say one word, like ‘dog,’ and ask everyone what they picture. While one person might think of a golden retriever named Charlie, another might imagine a loud noise, or even a cat! This highlights how varied our mental associations can be. Now imagine a leader using terms like ‘be strategic’ or ‘do better.’ Without clarity, everyone’s working with a different understanding.”

I added, “Even something as simple as saying, ‘We’ll leave at 9,’ can mean ‘We’re in the car and driving away at 9’ to one person, and ‘I’m starting to get ready at 9’ to another. These gray areas create opportunities for misunderstanding.”

To address this, Yosi recommends asking not, “Did you understand?” but rather, “What did you understand?” This simple shift ensures alignment and significantly improves execution.

Understanding Personality Styles

Yosi and I also touched on personality assessments like DISC and how they play a role in team dynamics. I shared my own experience as a high “D” personality (dominant) with a strong “I” (influencing) trait, which allows me to balance action-oriented decision-making with a people-focused approach. However, not everyone operates this way. Some team members, like high “S” (steady) or “C” (compliant) personalities, may need more time and information to feel comfortable moving forward.

“Leadership isn’t just about understanding yourself; it’s about understanding others and adapting to their styles,” Yosi noted. “You can’t lead effectively if you’re only using your preferred approach. Slowing down to connect with your team on their terms isn’t just beneficial; it’s essential.”

Action Steps for Leaders

1. Check for Understanding: Replace “Did you understand?” with “What did you understand?” to uncover gaps in communication and ensure alignment.
2. Define Ambiguous Terms: Words like “soon,” “better,” or “strategic” can mean different things to different people. Take the time to define expectations clearly.
3. Build Emotional Connection: Logical explanations are important, but they’re not enough. Share stories, appeal to emotions, and connect decisions to team members’ values to inspire buy-in.
4. Adapt to Different Styles: Use tools like DISC or CliftonStrengths to understand your team’s personality traits and communication preferences. Adjust your leadership style accordingly.
5. Be Curious, Not Directive: Instead of defaulting to giving orders, ask questions to understand your team’s perspectives and motivations. This fosters collaboration and trust.
6. Validate Assumptions: When discussing goals or deliverables, ask team members to paraphrase what’s expected. This helps uncover any misunderstandings upfront.

Final Thoughts: Leadership is Influence

Yosi closed our conversation with a powerful reminder: “Leadership isn’t about the title or role you hold; it’s about your ability to influence others. To lead effectively, you have to understand the subjective perceptions of those around you and bridge the gap between your perspective and theirs.”

I added, “John Maxwell said it best: If you’re a leader and no one’s following you, you’re just taking a walk. Great leaders don’t just give orders; they inspire others to want to come along.”

By embracing these principles, leaders—especially those who are data-driven—can cultivate stronger relationships, better communication, and ultimately, greater results.

To learn more about working with Yosi Kossowsky, click here to connect with him on LinkedIn.

Bill Storm

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About Yosi Kossowsky

Leadership Consultant |Keynote Speaker: Helping Technical Leaders Build Trust, Delegate Effectively, and Drive Results

Going from being great at your technical work to leading a team can feel like stepping into a new role—especially when it means letting go and trusting others to get things done. You’re not alone. Many technical leaders feel stuck between doing the work themselves and leading others effectively. The good news? Leadership isn’t about changing who you are—it’s about using your strengths to inspire trust, build accountability, and create a high-performing team.

Our coaching programs for executive leaders are designed to help you take your leadership to the next level. Our approach, grounded in neuroscience, will support you in overcoming personal challenges and unlocking your full potential.

To learn more about working with Yosi Kossowsky, click here to connect with him on LinkedIn.

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Bill Storm is a seasoned advisor and consultant renowned for his expertise in driving peak performance and fostering effective leadership within Fortune 500 companies. With a multifaceted skill set spanning organizational systems, the psychology of achievement, team building, and sales, Bill is a trusted resource for executives, managers, and team leaders seeking to maximize their potential. Drawing from his extensive experience as a Peak Performance Strategist with the Tony Robbins organization and Team-Building Specialist with the John Maxwell Leadership Team, Bill has developed a unique set of frameworks tailored to the needs of industry leaders. These frameworks provide a foundation for building winning teams and achieving sustainable success in today's competitive landscape. Driven by a passion for continuous improvement and a deep understanding of human behavior, Bill Storm empowers organizations to reach new heights of performance and effectiveness. His strategic guidance and hands-on approach have earned him a reputation as a go-to advisor for companies seeking transformative solutions. With Bill's guidance, businesses can unlock their full potential and achieve lasting success in the ever-evolving marketplace. In his personal life, Bill has been married for 29 years to the love of his life, has two adult children, and recently welcomed his first grandchild into the world! Bill spends much of his time with his Golden Retriever, Charlie. The two are attached at the hip!

https://www.billstorm.com/