Experience matters
Dieter Weisshaar • May 18, 2022
Photo by Christina @ wocintechchat.com on Unsplash
Experience matters
I was promoted at IBM to become a sales manager when I was 29 years old, 3 years with the company right after university, had 10 sales reps reporting to me and got a quota of 110 M$. That was really early and my management took a risk. Experience was definatly nothing I could bring to the table. I had other strengths and it worked out well but I need to admit I had a great coach with my manager who actually took that risk. He was obviously older, far more experienced and had always an open door to seek advice, so I got access to experience
to succeed.
You can say it is a point of view older managers
typically take. I am now 30 years in business and what else than experience is a contribution I can bring to the table because of age. Young people have more a modern view, other perspectives and values. They are the future customers. I think that is the false perception
and not black & white.
Age
does not always bring great experience to the team. I have seen managers been 50 years plus but stopped learning. Their believe on e.g. lead generation has not changed, it was about sales people finding customers by cold calls or in their network and trade shows but completely ignored that digital content marketing is one of the largest lead generation channels
in modern B2B business in particular in COVID times; very targeted and highly efficient if you have the right experts and approach. Or you work in the software industry and meet people who have not really understood what SCRUM can bring to your software development projects in terms of productivity, time to market, user feedback, user acceptance and successful completion rate of software projects.
Experience
is partly defined by age
but it is much more influenced by the exposure a leader had throughout their career and the learning path
the person took in the past years. If you find people with exposure to interesting business challenges and a strong learning skill, you may get the most experienced leaders
that can support your business.
Why is experience important?
Managing a business with little experience makes every decision point a new challenge
which needs to be evaluated. That actually takes more time compared to a leader with experience who can take a good proportion of decisions based on experience and needs to evaluate only really new situations and key decisions more deeply. Have a look Thinking fast vs. Thinking slow
by Nobel Prize winner Daniel Kahneman. Sharing the experience with the team brings even better joined decisions as they are based on more data points. I have seen people taking e.g. CFO roles with no operational experience and that blocked the organization as no decisions have been taken at the pace to run that business due to uncertainty.
Especially in crisis situations
where fast decisions may be needed e.g. at cyber attacks, shit storms, strikes or other external threats - experience matters.
If you have been exposed to situations before or you are trained on certain critical situations you can take well prepared and educated decisions faster
and achieve better results.
The amount of stress in crisis is reduced and your resilience increases that leads to better decisions and finally to better business results.
To be clear, experience is not the only skill
which is needed to be a good leader, there are many other skills a talented leader need to have to be successful. Even if you are most talented and smart person, but you miss the experience, you may not be as successful or even fail. On the other hand experience and learning comes with exposure to challenges over time and it is a key development step that you try, fail, learn
and redo. It is a trade off and how much risk your company stakeholder want to take..
How do we get the best leaders in place?
The option is not to hire seasoned executives only but rather use experienced successful leaders to coach
your smart
and future talents
to ease their path to become experienced leaders for the benefit of your company. As usual diversity
brings the best results. Young people provide e.g. new views, other values and technology adoption to the team. The combination of experience
through coaching
with your future talents
will unleash the potential of your organization and through the combination you can take more brave moves to promote young people early on if they deserve it.

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