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The Path to Success: What the Most Effective Leaders Do to Gain Support and Commitment
| Guest post by: Richard Lepsinger |
Article Overview: It is a reality in today’s organizations that in order to be successful, leaders must engage people, build relationships with key stakeholders, and gain their commitment. To find out how the most effective leaders do this, OnPoint Consulting used their Influence With Impact 360° survey to collect data on the influencing skills of 223 leaders (116 men and 107 women) across several organizations and industries.
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The Path to Success: What the Most Effective Leaders Do to Gain Support and Commitment
It is a reality in today's organizations that in order to be successful, leaders must engage people, build relationships with key stakeholders, and gain their commitment. To find out how the most effective leaders do this, OnPoint Consulting used their Influence With Impact 360° survey to collect data on the influencing skills of 223 leaders (116 men and 107 women) across several organizations and industries. The study findings indicate that the most effective leaders use four core influence tactics more than less effective leaders:
Rational Persuasion (the use of facts and logic)
Inspirational Appeals (appealing to a person's values and beliefs)
Consultation (involving people in shaping an idea or proposal)
Collaboration (reducing the difficulty of complying with a request)
Based on the results of the study, the following recommendations will enhance the ability of leaders to gain the support and commitment of the people they need to get things done:
• Try to influence others more often. The most effective leaders appear to use influence significantly more often than their less effective counterparts. In order to be effective, a leader needs to place a high priority on developing relationships and influencing people.
• Use all the core tactics. All four core tactics are important and have a strong correlation to gaining commitment. The most effective leaders appear to be more versatile and use all four tactics. Effective leaders have a flexible approach and use different influence strategies according to the situation.
• Don't be afraid to appeal to values and emotions. Inspirational Appeals is the tactic with the most development potential. Although this tactic was used least often, it seems to strongly impact the perception of a leader's overall effectiveness. Leaders who make the effort to go beyond the use of facts/logic and communicate their ideas in a compelling way are likely to be more effective.
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About the Author: Richard Lepsinger RSS for Richard's articles - Visit Richard's website Rick is President of OnPoint Consulting and has a twenty year track record of success as a human resource consultant and executive. He was a Founder and Managing Partner of Manus, a human capital consulting firm, which he sold to Right Management Consultants in 1998. At Right, Rick was the Managing Vice President of the Northeast Consulting Practice where he was responsible to 55 professionals and grew revenue from $7 million to $20 million. The focus of Rick's work has been on helping organizations close the gap between strategy and execution. He has served as a consultant to leaders and management teams at the Astra-Zeneca, Bayer Pharmaceuticals, Citibank, Coca-Cola Company, ConocoPhilipps, Eisai Inc., Goldman Sachs, Johnson & Johnson, KPMG, Merck & Co., the NYSE Euronext, Northwestern Mutual Life, Pfizer Inc., Pitney Bowes, Prudential, Siemens Medical Systems, and Subaru of America among others. Rick has extensive experience in formulating and implementing strategic plans, managing change, and talent management. He has addressed executive conferences and made presentations to leadership teams on leader effectiveness, strategy execution, performance management, 360� feedback and its uses, and developing and using competency models. Rick has authored or co-authored five books on leadership including Closing the Execution Gap: How Great Leaders and Their Companies Get Results published by Jossey-Bass/Wiley, Flexible Leadership: Creating Value by Balancing Multiple Challenges and Choices, (co-author with Dr. Gary Yukl) published by Jossey-Bass/Pfeiffer, The Art and Science of 360º Feedback, (co-author with Toni Lucia) published by Jossey-Bass/Pfeiffer, and The Art and Science of Competency Models, (co-author with Toni Lucia) of published by Jossey-Bass/Pfeiffer. His newest book is Virtual Team Success: A Practical Guide to Working and Leading From a Distance published by Jossey-Bass/Wiley. Click here to visit Richard's website   ENCOURAGING AND SUSTAINING COOPERATION WHY WE SHOULD HOLD PEOPLE ACCOUNTABLEAND WHY WE DONT Execution Meltdown Four Key Failures that Sank BP The Path to Success What the Most Effective Leaders Do to Gain Support and Commitment Is Your Organization Prepared to Support Virtual Work |
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