I once worked for a boss who lacked vision. I should say he lacked a single vision because he changed direction frequently. The team never knew what flavor-of-the-month program was coming next. It was frustrating!<\/p>\n
Ever the activator, I was determined to build momentum in my department even if my division was stuck in neutral. I would bring my boss requests, complete with the necessary supporting information. Invariably, he would ask me to rerun the numbers.<\/p>\n
When I came back, he would want it rerun again, and again. By the time he approved it, the opportunity was lost, and he would blame me for missing it.<\/p>\n
Infuriating as that was, it taught me important lessons about an invaluable leadership skill: selling your vision when you\u2019re not in charge.<\/p>\n
Whether your company has a strong vision or not, as a leader you should have a vision for your own area of responsibility. At some point, you\u2019ll have to sell that vision up the line, to a director, C-level officer, or even the board of directors.<\/p>\n
Here are five steps I\u2019ve used over my 40-plus years in business to win approval for my vision.<\/p>\n
When I had a boss, I had a basic rule: Don\u2019t take a swing unless I\u2019m confident I\u2019ll hit the ball. The goal here wasn\u2019t to avoid risk but to make sure I was fully committed before I stepped up to the plate. I encourage you to do the same. Don\u2019t make the pitch unless you intend to make the sale. Your credibility is at stake\u2014with your boss, your peers, and your direct reports.<\/p>\n
The first and most important key for getting to \u201cyes\u201d is to focus on your boss or board\u2019s needs, not yours. They listen to the same radio station as the rest of us, and the song they hear has just two verses:<\/p>\n
Achieve their own vision and goals for the organization.
\nDo so while improving profitability and other success metrics.<\/p><\/blockquote>\nIf they can hum along with your vision, you\u2019ve got their ear. If not, you\u2019re likely dead before you start. So before you schedule a time to pitch your proposal, answer the question: How is my vision going to help my boss achieve his or her goals? If you can\u2019t answer that question, you\u2019re not ready to make the pitch.<\/p>\n\t\t