Topgrading

How C Players and A Players Talk to Top Management

Having conducted about 30,000 45-minute oral 360 interviews, confidential discussions in which a manager is assessed, I’ve noticed a pattern in how senior executives assess C players’ and A players’ communication skills.  When listing the strengths and weak points of mid-managers, C players are typically criticized by senior executives for:

• Being verbose.

C players tend to explain their rationale for a recommendation, hesitant to get to the bottom line for fear they will be interrupted.  A players get to the point, saying, “In the past we have avoided entering Asian markets for very good reasons, but I suggest changing that decision because of three new trends which are–“ 

• Saying, “It depends.”

Senior executives think, “Of course it depends.  That’s obvious!”  A players say, “If we had to make a decision on whether to replace vendor X today I’d say yes because vendor Y is better; however, vendor X has a new CEO who so impressed me that I’d like to defer the decision three months.” 

• Saying, “It’s just different.”

People say, “It’s different,” for fear of offending senior executives by taking a position.  C players waffle, but A players confidently state their point of view.  The A player says, “ Lisa and Alan have quite different marketing plans and I favor Lisa’s because–”

In communications with senior executives, C players tend to be insecure, hesitant, and fearful of rejection, whereas, A players are confident and results-oriented.  No surprise!