The over-enthusiastic Sales & Marketing Director
The high potential German manager in a multinational pharmaceutical company
had been given his first Board position and although commercial results
were pretty good, his relationship with his team and colleagues was not.
The team was in revolt and complaints about his aggressive and unreasonable
demands were becoming a problem for his boss in HQ. As a result, his boss
was seriously concerned about his decision to give his protégé
this chance and was beginning to doubt whether he had the leadership and
team management skills needed for an international career.
Clive Bennett was asked to support him and help him adapt his leadership
style and re-motivate his team to produce even better results.
After a four hour introductory session with the
"coachee", Clive interviewed all his direct reports and his
CEO at length to gain a wider understanding of where problems might lie.
He also did some psychometric tests and examined previous assessment reports.
Clive then discussed the results of this preliminary work openly and in
detail with the coachee (maintaining the confidentiality of his reports,
of course). It became clear that a key problem was the Director's communication
style and unsupportive approach. He assumed that what was obvious to him
needed no explanation to his team. He also felt that simply delegating
tasks was enough and did not follow up with support and coaching through
the process. From this analysis, we worked out a programme of sessions
and some key objectives. Clive also reported back, with the agreement
of the coachee, to the HR Director and the CEO.
By the following year, the Sales & Marketing Director's
leadership style had changed markedly. His team members were motivated
and felt they could openly discuss issues and challenges with him. In
return, he felt that they understood his objectives for the team much
more clearly and had learned to share his enthusiasm and drive. The atmosphere
in the office was palpably better. A major new product launch was a complete
success and much talked about in the rest of the company and sales growth
exceeded budget by a wide margin.
Over the following months Clive supported him as a
mentor, someone external to the company whom he trusted and with whom
he could share his concerns, debate decisions and bounce ideas around.
The now experienced Director was then offered an important marketing position
back in Head Office in Germany. He has since been promoted again and now
holds a very senior global position. Clive continues to coach him and
members of his team in HQ.