Leading Effectively e-Newsletter - July 2004 Issue
Influence: Gaining Commitment, Getting Results
Influence. It's an urgent matter for many managers who work with CCL. "How can I influence others more effectively — especially those I have no direct authority over?" they ask. "How do I persuade others to get on board and contribute?" In a recent CCL online survey, 57 percent of respondents said they want to learn more about "managing politics and influencing others." Influence also ranks as one of the most in-demand subjects in CCL's custom leadership development programs.
This month, CCL offers three opportunities to learn more about influence. This issue of Leading Effectively offers a chance to learn and to practice ways of influencing others. A new CCL guidebook on the topic — Influence: Gaining Commitment, Getting Results — has just been published. And on July 14, you can benefit from the advice of CCL experts on influence, David Baldwin and Curt Grayson, by joining us for an interactive, live online discussion on Influential Leadership (see below.)
Influence: A Leadership Essential
Who are you trying to influence today? Maybe you need to "influence up" — presenting ideas to your boss and other superiors. You might be building partnerships with peers or seeking resources from other departments or divisions. And, of course, there's always the challenge of influencing your direct reports and their employees. Increasingly, the ability to influence others is viewed as essential for success. ( more... )
Resistance, Compliance or Commitment?
Influence — at its best — generates support, commitment and action from others. Yet, attempts at influencing others often fall short of expectations. Instead of buy-in, you're faced with resistance. Instead of enthusiasm, you're given lukewarm acceptance. But rather than backing off influencing efforts, now is the time to rethink what's going on and reassess your influencing approach. (more... )
How Do You Influence?
You influence others all the time, but do you know how you do it? Many leaders have the idea that influencing is a complex, often subtle, process of persuasion that either works or doesn't. In reality, CCL has found that influencing tactics fall into one of three categories: logical, emotional or cooperative. (more... )
Monday Morning Tools: Preparing a Plan of Influence
Learning to influence others may not happen overnight, but the best way to learn is by doing. To get started right away, use this guide to prepare a plan and put it into action right away. (more... )
GlaxoSmithKline: Regional Sales Reps Focus on Influence
Successful salespeople routinely persuade and influence their customers. But at pharmaceutical giant GlaxoSmithKline, sales representatives in Michigan are also using influence to enhance team performance. (more... )
Leadership Poll Results
 Kelly Hannum |
Our June 2004 Leading Effectively e-Newsletter was about evaluating impact. Readers were asked for their take on leadership development, its impact and the issue of measurement and evaluation. More than100 people responded to the poll. Kelly Hannum, a research associate in the Design and Evaluation Center at the Center for Creative Leadership and co-author of the recently released book, Evaluating the Impact of Leadership Development: A Professional Guide, comments on the findings. (more... )
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