Marchetta is a well-known name in Genk and the surrounding area. The family-owned business has been in operation since 1985 and specializes in the construction of high-quality new homes. It is run by two sisters and a brother from—who else?—the Marchetta family. As commercial manager, Debby Heussen works closely with them and is part of the management team.
Not a moment's hesitation
Business owners Claudia and Cerina Marchetta have been members of Straight-Line Leadership for years. When they invited Debby to join as a member, the manager didn’t have to think twice. “I saw what Straight-Line Leadership had done for them,” Debby said. “I work primarily with Claudia and saw firsthand how she transformed as a leader. I noticed in every way that she was different—in our conversations, the commitments she made, and the way she coached me.”
After Straight-Line Leadership spent a day working with the management team, Debby was sold on the approach. This was the methodology that would enable her to lead more effectively. That was important not only for Debby’s personal development, but also for the upcoming changes within the company.
A new role
A few months ago, Marchetta underwent a restructuring. Whereas there had previously been separate sales and marketing departments, these were now merged into a single team led by a single manager. Debby was appointed to that role.
“I’m responsible for the entire process: from lead to sale,” she says. “Since the departments were merged, everything makes much more sense. Sales needs marketing, and vice versa. This step fosters greater collaboration and a sense of calm within the team.” But when Debby accepted the role of team manager, she herself felt the exact opposite of calm.
Under the influence of thoughts
All sorts of self-doubting thoughts were swirling around in her head. “Will I be able to do this? Am I good enough? What are they going to think of me?” Debby gives these as examples. “I had those thoughts in the MT too. That team consists mainly of externally recruited managers. They’re more highly educated than I am and have more experience in similar roles. I kept thinking: will I really be of value here? I was hugely influenced by those thoughts, without even realizing it. Because of that, I didn’t always dare to say what needed to be said.”
With the help of Straight-Line Leadership, she has learned to recognize them and see them for what they really are: nothing more than thoughts. Debby: “That means I can now notice them and set them aside. I can choose not to let them guide me and simply focus on what needs to be done right now to move forward.”
For example, when fellow managers fail to keep their commitments. “Although I find it very uncomfortable to call them out on it, that no longer stops me. I would never have done that in the past, but focusing on our shared goal gives me the strength to address the issue now.”
Unguided projectile
Whereas Debby learned to assert herself more as part of the management team, as a manager she actually had to make more room for others. Debby: “Marchetta feels a bit like my own company, which is why I’m driven to move forward quickly. When a decision was made, I wanted it implemented right away. But others didn’t always see the need for that or needed more time. That frustrated me immensely.”
During conversations with colleagues, her drive often came across in an awkward way. “When I gave a team member feedback, I was so conscious of my restrained body language that I ended up adopting a very tense posture,” Debby shares. “I almost had to sit on my hands. I also prepared the conversation in detail. What words was I going to use? How fast should I speak? How was I going to convey this effectively? I often got feedback that I came across as quite intense, especially when I was enthusiastic. So during those conversations, there was so much going on in my head that I had little attention left for the other person.”
Curiosity and interest
Debby immediately got to work using the tools that Straight-Line Leadership provided her with. It didn’t go smoothly right away. “I just kept having those conversations and often ended up falling flat on my face. I learned from that, and over time something changed: I no longer had to tell myself beforehand that I had to be calm and composed. I was calm and composed. I just am, without having to make an effort. Because of that, I can now engage in conversations out of curiosity and genuine interest.”
Debby’s team members have noticed this too, she says: “At first, I felt that my team members were hesitant to approach me. Even though there’s still room for improvement, I’ve noticed that they’re already much more likely to come to me when something’s on their mind.”
Stick to the plan
Debby learned to focus better—both during conversations and in her personal development. “At first, nothing went fast enough. When a Straight-Line Coach explained something, I felt I had to master it that very same day. Of course, that’s not how it works. Over time, I started tackling one thing at a time and just practiced, practiced, and practiced. I learned to focus on one thing at a time, instead of trying to do everything at once. Strangely enough, that’s allowed me to make much more progress.”
Debby doesn’t let herself get distracted so easily anymore. Not even at work, she explains: “We recently launched a new marketing strategy. That can be a slow process. We’re targeting a new audience, and it takes time for quality leads to start coming in. I have to be patient, stay focused, and just stick to the plan. That used to be a challenge, but now I’m able to persevere and make sure others do the same. That’s the biggest asset I have now thanks to Straight-Line Leadership.”
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