Beyond Survival: Adaptive Leadership for Lasting Success
- Kristi Duvall
- Dec 29, 2024
- 5 min read
The only constant is change, requiring constant adaptation. What we felt was a new frontier almost five years ago is common ground today. Consider pre-pandemic. Before 2020, it was expected for teams, for the most part, to be in-office. Engagement and learning often came from hallway conversations, where curiosity and questions could be exercised in person. Suddenly, we were quarantined at home, and most of us were forced to adapt—adopting daily use of new technologies like Zoom, Teams, and Slack at new levels. These tools certainly weren’t new, but their importance to survival in the new environment was critical.
If you’re in leadership today, how will you handle the next disruption?
Defining Adaptive Leadership
At a high level, adaptive leadership outlines the ability to mobilize people, navigate change, foster continuous learning, and balance short- and long-term priorities. Cultivating the ability to lead through uncertainty and change is crucial. It involves fostering agility and flexibility in decision-making and problem-solving.
According to the book “The Practice of Adaptive Leadership,” “the single most important skill and most undervalued capacity for exercising adaptive leadership is diagnosis.” In today’s leadership teams, there’s a tendency to focus on execution and less on diagnosing the real problem.
A Practical Example: Lagging Sales
Let’s take lagging sales, a significant problem for any company. It would be easy to say that the sales team needs to execute. While that’s true, it’s imperative to know the root cause for lagging sales. Is it poor execution? Is it that the sales team may have responsibilities that are not tied directly to generating revenue? Are we offering the products and services that fill market demand for today’s customer?
For example, when I was in sales, I was told, “the salesperson is ultimately responsible.” That was at a time when client expectations were different. They expected (and some still do) that they want one point of contact for everything. The expectations from clients today are heightened. They have been conditioned to expect constant updates and quick turnarounds despite complexity, thanks to the instant satisfaction created by social media likes and Amazon deliveries.
Real-Life Case Study: Transforming a Sales Team
Transforming a Commodity Sales Team
In my role as a VP of Sales, I faced the challenge of transforming a sales team that traditionally sold commodity products like brown boxes and general packaging supplies. Our goal was to pivot towards selling more sophisticated products, such as retail displays and digital print corrugated solutions. This shift required not just a change in strategy but a fundamental transformation in how the team operated and engaged with clients.
The Challenge:
The team was accustomed to selling lower-margin, high-volume products to purchasing teams. To succeed in the new market, we needed to develop a deep understanding of the clients' needs, foster creativity, and deliver high-value, customized solutions. Additionally, we had to learn a new vocabulary and adjust our communication style to effectively engage with marketing teams. The goal was to tie operations, supply chain, and marketing together to pack a 1-2-3 punch in deliverables. The transition also involved adopting new technologies and methodologies, which initially met with some resistance.
Adaptive Leadership in Action:
Diagnosis:
We conducted an analysis to understand the current sales process, team strengths, and areas for improvement. This helped us identify the root causes of the challenges we faced.
Empowering the Team:
I empowered the sales team by providing them with the necessary training and resources to understand and sell the new product line. This included workshops on product, creative thinking, and effective communication with marketing teams.
Fostering a Culture of Innovation:
We encouraged open communication and collaboration, creating an environment where team members felt safe to share ideas and experiment with new approaches. Regular brainstorming sessions and feedback loops were established to nurture innovation.
Learning New Vocabulary and Skills:
The team underwent training to learn the new vocabulary required for engaging with marketing teams. We practiced tying together purchasing, supply chain, and marketing to deliver comprehensive solutions.
Leveraging Technology:
We adopted advanced tools to streamline the sales process and improve client presentations.
Navigating Change:
Throughout the transition, I maintained transparent communication with the team, acknowledging the difficulties and celebrating small wins. Regular check-ins and support were crucial in keeping the team motivated and focused on the long-term vision.
The Result:
The transformation was a resounding success. The team not only adapted to the new product line but also excelled in it. Our company became a world leader in digital print for corrugated packaging. The sales team, once focused on commodity products, became trusted advisors to our clients, delivering high-value, customized solutions that drove significant growth and innovation.
Practical Tips for Leaders
Self-Reflection: Practice routine reflection to assess your adaptability and identify areas for improvement. The best leaders schedule reflection time in their calendars.
Open Communication: Foster a culture of transparency and open dialogue.
Continuous Learning: Embrace lifelong learning with a growth mindset and encourage team members to do the same.
Empowerment: Give team members autonomy to make decisions and take ownership of their roles. They’ll make choices you wouldn’t. That’s okay. Be the teacher and coach for future learning and help them see how they contribute and how important they are to the success.
Challenges and Solutions
Resistance to Change: Engage in consistent communication to overcome resistance. Set a schedule for regular communication. Even when there is no change, consistency is key. For those that need more care or explaining, invest your time. It will pay dividends as they may become the catalyst to inspire others.
Be Transparent: Acknowledge there may be difficulty. Don’t sugarcoat or oversimplify.
Balancing Short-Term and Long-Term Goals: Gamify the process or give progress updates. Most want to know that their efforts are actually delivering results. This will encourage focus on long-term vision while managing immediate priorities.
The Role of Technology
Share real-time updates using technology. Highlight successes using tools like Teams, Slack, or even text messages. Use video and audio clips to keep up the engagement so contributors feel connected.
Final Thoughts and Call to Action
Adaptive leadership is not just a skill but a mindset that empowers leaders to thrive in an ever-changing world. By embracing the principles of adaptive leadership, you can lead your team to success, no matter what challenges come your way.
Ready to take your leadership skills to the next level?
Embrace the journey of continuous growth and transformation by partnering with a leadership coach. A coach can provide personalized guidance, support, and strategies to help you navigate complex challenges, foster a culture of adaptability, and achieve your long-term vision.
Contact me today to learn more about how coaching can empower you to become an adaptive leader and drive success in your organization. Let's work together to unlock your full potential!
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