Stop Trying to Change Your Boss's Mind and Make His/Her Lousy Idea Work!

This is a true story (names have been changed).

When I worked for ABCXX, the CEO and owner had questions about whether the six person field sales team were a good investment - he doubted their ROI. For several years at quarterly planning meetings he voiced his concerns and questions, but each time the VP of Sales and  VP of Marketing were able to talk him out of getting rid of the team. Even so, he was never satisfied that he was getting his money's worth.

Then he decided. The sales team would be eliminated. The VP of Sales and VP of Marketing were disappointed and in shock and asked for my help. I got them and a few others together for a day long planning meeting.

You might think that the topic of the meeting was, "How do we change Drew's mind?" but this would be incorrect. The agenda for this meeting went as follows.

1. We know that Drew has made this decision and we know that you disagree. But it is Drew's company and we have seen this coming for years.

2. We need to stop fighting this decision because it is already made. We cannot influence the decision but we can influence how the change is made and what lies in place of the field sales force.

3. Today we are going to design the ideal transition plan for making Drew's decision work.

The day quickly shifted from one of trying to change Drew's mind to designing an alternative system that would make Drew's decision work. The result? ABCXX created (with Drew's eager support) a state-of-the-art online community for sales partners (the folks the former sales people called on) and provided online customizable selling tools for agents that were better than they had received in the past. They started a blog, webinars, and other programs that engaged travel agents in a new way that enhanced their ability to grow their business. Their sales grew to record numbers in the years following the elimination of the sales team.

It was a huge success because they gave up fighting for a different decision and instead poured their hearts and minds into making the "bad decision" a big success.

When I speak with the folks that were involved in this effort, they still remember this work fondly and as a major moment of growth in how to make a positive impact.

We need to make sure that we do not fall into the trap of defining success as "winning" or getting what we want. Success should be measured in terms of our impact to the growth and success of the organization.

Comments

[Scot Herrick]

This is an important concept to reinforce with any level of manager: the people working for the manager have the job to build success for that manager's term.

I'll argue with any manager over the rightness of a strategy or an approach, but once the decision is made, it is time to jump in the foxhole and make things happen.

Even "poor" management decisions can be made better through their implementation.

I'm not afraid to criticize management, but they are paid to make decisions. Once the decision is made, it is time to follow.

[Dave]

I often describe that it is like being a lieutenant in the army: you can argue and disagree with the captain behind closed doors all you want, but then the decision is made your job becomes executing that decision to the best possible outcome.

[Ellen Weber]

Interesting topic here Lisa and all, along with a great discussion that opens a few questions about benefits and barriers to disagreement. Thanks for the idea! This one sparked more thought:-) - I'll be back.

[Chris Young]

Amazing post Lisa and great advice! It's all about personal accountability and doing what you can without blaming others!

I've featured your post as one of my weekly Rainmaker 'Fab Five' which can be found here: http://www.maximizepossibility.com/employee_retention/2008/09/the-rainmaker-3.html

Be well!

[lisa haneberg]

Thanks, everyone for your thoughts. I am glad this notion has resonated. And I agree, Ellen, that we should never back down when ethics and laws are being broken. Even then, our choice might be to fight or flee.

For most business decisions, even the boss's less that great idea is likely an OK option if executed well.

The other point I want to make sure people picked up on is that it can be a time to exercise great creativity and get alternative ideas supported.

[Ellen Weber]

Lisa - you always raise the issues on the other side -- which is why your work stays so fresh, practical and yet deep!

Thanks for modeling and helping us to think about the creative sides - yet again! Stay blessed!

[Dr.D.V.Arasu]

What a wonderful example of the adage "You are the boss of your own mind". No one can change or influence another's mind without the imlicit acceptance by the other mind, leave alone the mind of one's boss... "Success" is not only getting what you like, but executing what has been alloted to you to the best of your ability with the available & allocated resources. Your team has done the best job in that situation and turned a negative effect into a positive outcome.