How Often Does Your Sr. Mgmt. Team – Review – Critical Performance Issues …?

Published Articles
Published in

AmericanPrinter

on Wednesday, September 27, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“I have been driven many times upon my knees by the overwhelming conviction that I had nowhere else to go…. My own wisdom and that of all about me seemed insufficient for that day.”……………………………..…..Abraham Lincoln

INTRODUCTION:

We tend to forget…. if we ever knew….that all the generals President Lincoln brought forward….to lead the Union Army …in the early years of the “War Between the States” --- were graduates of West Point --- until…. he uncovered Ulysses S. Grant.

Grant graduated in the lower quarter of his class…..but Grant carried as part of who he was…. the quality of raw courage….and personally detested smooth-talking, smart officers……who avoided stepping into harm’s way…..That’s not what they were there to accomplish…..not the qualities that would accomplish their mission….

I recently learned that a V.P. of Sales…whom I’ve known…. was just released by his employer…… He had almost all the credentials one would want him to have --- to successfully lead his Business Development Team.

And…..he could quickly explain all the distractions at his organization --- that kept him from being successful….. and why his organization’s revenues were ”significantly off” ……over the last year…………….early-on, Lincoln had similar experiences with his generals.

My repeated urgings to that V.P. of Sales --- to…..“Lead by example --- from the front” …..were not heard….or understood. 

So here’s my advice….my perspective:

Attention“Don’t wait a year to 18 months to decide if the key person you’ve hired in a critical leadership position is capable of delivering what’s needed…..you should be able to determine your hiring decision’s correctness…..in less than 90 days.”

Recalling what an HR director for a major tobacco company said to me….. on a flight to New York…….”We’re not hiring any more managers….We’re only hiring leaders….!”

SUMMARY:

Our industry is being downsized --- not in its employment…. but in our number of well-run organizations.

And Committed Business Development Leadership”…..seems to repeatedly be…….. THE Difference

“We are what we repeatedly do….Excellence is therefore not an act… but a habit.”………………………….Aristotle