CEO Wanted... Maybe Not Yet

I am often surprised at the number of times leaders that I am called in to coach are in such a hurry to become the CEO that they forget to deliver value right where they are. This race to become the CEO often blinds them from the opportunity to deliver value as they posture and position to be in the pole position. 

One such leader I worked with led a several hundred million dollar piece of the overall portfolio for a global sales organization. His group was profitable but content with anemic sales growth.  I was asked to help him establish a plan to deliver against today’s targets. During our first few conversations we discussed his aspirations to lead and prove his prowess. It was telling to ask him about his plans for achieving his short and long term goals and at no time did he include delivering on today’s targets in his goals. Every goal entailed gathering visibility to the Board and planning his “development” through Executive programs at the who’s who of Executive education programs. 

During one coaching session I asked him this question, “Which of these events will garner the attention of the Board of Directors for you?  

A. Successful completion of an Executive program at an Ivy League school.

B. A 1.5% increase in top line revenue for his sales team. This would represent an increase of $50M in net revenue, profit, yep bottom line contribution and evidence of his leadership.

His answer was interesting and telling. “I can raise sales anytime, for now I need to show the Board and CEO I have the skills necessary to lead the company.”  

He was so far into the forest he couldn’t see the trees. Needless to say even these years later, he isn’t a CEO. Delivering on your current objectives is the best way to make the case for your successful future. After consulting with the CEO we decided that his role with the company needed to have a leader with a different focus. After helping the CEO through the interview process for candidates, we found a fantastic talent that came in and raised sales in her first year by 2%. This increase opened the door for more and more opportunities for this talent. She is now a known successor to her CEO. A switch of leaders created almost $70M in value for this company in a very short time.  

Summit of Success:

1. Use today’s objectives to make the case for your future career prospects
2. Deliver on and keep your team focused on the right priorities
3. Make a change when it is needed

For more career tips and coaching, visit www.myjobjump.com.