My executive coaching client, Mei, had just received a high-visibility promotion. It would shift her from leading the sales function (with full profit and loss responsibility) to taking over a regional sales job in charge of 11 countries. However, with this new move, P&L responsibility would remain with the 11 country heads.
Her new regional job meant that there were dotted-line reports in each of the 11 countries, but she had no “direct” authority over those reports or the country heads. Essentially, Mei shifted from a post with full authority and title to a position without any official power. She could no longer rely on an “I’m the boss” approach.
Mei came to me for coaching because she had never been in a job which required her to rely solely on her ability to influence others; she had normally relied on authority and title to get things done. As such, she felt the need to strengthen her influencing skills – and quickly – if she was going to succeed. Given the high visibility of her new position, not to mention how critical this was for her career, one thing was clear: Failure was not an option.
The need for greater influence skills is more and more common in today’s matrixed world. Indeed, due to flattening organizations, many executives today don’t have the positional power they had in the past.
To further complicate matters, in today’s global work world, the need to influence frequently happens remotely, with less face-to-face contact than in the past. That means we don’t have the benefit of reading body language or using our facial expressions to help us persuade others to our point of view. Often, we must speak to people in different time zones late at night or early in the morning, when we may not be operating with the full energy required.