Our newly hired Chief Revenue Officer and Chief Marketing Officer are constantly fighting over lead attribution and budget allocation, and they keep bypassing our Integrator to lobby me directly for support. How do we stop this political maneuvering and force them to resolve their turf wars through the proper channels?

Question

Tyler Smith · Accepted Answer

This is a classic breakdown of the Accountability Chart and a failure to respect the Integrator seat. When executives bypass the Integrator to lobby the Visionary, they are testing the boundaries of your organizational structure. By entertaining these backdoor conversations, you are actively undermining your Integrator and teaching your leadership team that the Accountability Chart is optional. The resolution begins with you. You must immediately stop playing referee. The next time either executive approaches you with a complaint or a pitch for resources, your only response must be to ask if they have run this through the Integrator. If not, the conversation is over. You must direct them back to the Integrator. From there, the Integrator must bring both leaders together in a focused IDS session. They need to address the root-cause issue, which is likely a lack of clarity on who owns the specific lead metrics. Use the Accountability Chart to define exactly which seat is accountable for lead generation versus lead conversion. If the friction is conative, run their Kolbe A Index profiles to see if one is a high Quick Start trying to pivot strategy while the other is a high Fact Finder demanding perfect data before moving. Once the roles and metrics are clear, the Integrator must hold them accountable to their numbers. If they cannot resolve their differences and support the agreed-upon direction, one or both of them do not have the right GWC for your leadership team.