How Team Leaders Work With Top Decision Makers

Instructor: Saranya Ramachandran

Saranya has a Bachelors in Science focused on Electronics and Telecommunication and a Masters in Business Administration. She has 8 years of Project Management Experience and is PMP Certified.

Explore how team leaders act as a bridge between top decision makers and their team. We'll also examine what leaders can do to help promote their team's ideas to top decision makers.

The Role of a Team Leader

Nic is the sales director of Soylent Corporation and has 10 staff members in his team. He's getting ready to attend the weekly executive meeting with the CEO of the company and other directors. Over the past month, his team has given him a lot of ideas on what kind of support and help they need to improve their sales revenue. In addition to that, Nic has some ideas about social media marketing that he wants to bring up in the meeting. He wants to make sure that he's able to clearly convey his points and their value to senior management.

A team leader is typically the person who is responsible for the activities in a department and for helping his or her team members succeed. On a day-to-day basis, the team leader interacts with team members to solve problems, hear concerns, and resolve any conflicts. Hence, these team leaders have valuable information and feedback that could be used for the growth of their business. At times, the team members provide some feedback that the team leader can communicate to senior management, such as CEOs and other executives, to help the business grow.

Preparing to Meet with Top Decision Makers

Team leaders must spend considerable time gathering sufficient data to support the information being presented. The team leader can also add other team members' thoughts and ideas to make this presentation more appealing and comprehensive.

The first point that Nic wants to bring up at the executive meeting comes from collaboration with his team. Many team members have been asking about smart tablets, which would allow them to log their sales activity from anywhere rather than having to physically come to the office to do so. Providing each team member with a smart tablet would require significant investment from the company, but Nic realizes that this technology could save a lot of time by improving productivity.

While presenting this idea to senior management, it could be beneficial for Nic to provide a cost-benefit analysis, which shows the cost of the effort and the perceived benefits. This enables key decision makers to make quicker decisions. Nic's cost-benefit analysis shows that the improved productivity in the long run could far outweigh the costs of providing smart tablets, so he's confident that senior management will also recognize the value of this potential investment.

Nic also has one of his own ideas about social media marketing. Specifically, he wants the approval of senior management to hire a marketing consultant to do social media marketing for his team. While Nic could use another cost-benefit analysis to support this suggestion, it could help to vary his approach to keep the attention of top decision makers during the presentation. With that in mind, Nic decides to provide case studies of how similar marketing efforts have worked out in the past.

Case studies may give Nic an advantage here. He can draw on actual results from similar scenarios to illustrate the strengths of his suggestion. If he has a good selection of case studies, he can offer senior management assurance on how his team's social media marketing campaign will progress and avoid pitfalls along the way. Nic finds case studies that could help senior management see how a marketing consultant could improve their lead generation and, ultimately, overall sales.

Influencing Top Decision Makers

Nic has carefully prepared his cost-benefit analysis and selection of case studies for the executive meeting. He has all the information, but how will he present it to his organization's top decision makers? Team leaders should know that how their information is presented plays a key role in how it's perceived.

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