Marcia's Leadership Q and As: Does Influence Matter?

Q. Without a title or position, how can I influence my team?

A. Leadership (especially natural leadership) is influence. It is one of the most misunderstood skills in business. Many people assume influence comes from authority, title, position, or expertise. While those factors may create compliance, they don’t necessarily create healthy commitment, trust, respect, or authenticity. 

Healthy influence is different. It is the ability to inspire people to think, contribute, collaborate, and act because they believe in the purpose and value of the vision. The most respected leaders understand that influence is earned through trust, credibility, and authentic relationships. Whether leading a team, serving on a board, or contributing as an individual, developing healthy influence skills can significantly improve results and strengthen organizational culture. 

Build Trust First 
Trust is the foundation of influence. People are far more likely to listen to those they believe are honest, reliable, and authentic. Trust is built through consistent actions over time. When leaders keep commitments, admit mistakes, and seek others’ ideas and listen, and communicate openly, they establish credibility. Without trust, even the best ideas often fail to gain support. 

Listen to Understand 

Amazing leaders are curious and ask deep, reflective questions. Many then listen with the intention of responding. But highly respected and influential leaders listen to understand. Deep listening helps uncover concerns, assumptions, motivations, and opportunities that may otherwise remain hidden. People are more willing to support ideas when they feel heard and respected. Listening is not passive. It is one of the most powerful forms of influence. 

Ask Better Questions

The strongest influencers are rarely the loudest voices in the room. Instead, they ask thoughtful questions that stimulate awareness and learning. Questions help people discover insights for themselves rather than having solutions imposed upon them. Well-crafted questions encourage curiosity, challenge conventional thinking, and open the door to innovation. 

Focus on an Aim That Inspires 

Influence grows when people see how an idea connects to a meaningful purpose. Rather than persuading others through pressure or personal agendas, effective leaders help people understand the larger goal. When teams rally around a purpose they believe in, collaboration improves, and resistance often decreases. An authentic aim linked to serving customers, entice teammates to take pride in their work, and deliver 

Develop Genuine Relationships 

Influence is built person by person. Leaders who are clear in their communication and goals are always there, helping their people develop. They invest time in understanding others to create stronger connections and greater trust. Genuine relationships are not transactional. They are based on mutual respect, appreciation, and a sincere interest in helping others succeed. Strong relationships make difficult conversations easier and create greater openness to new ideas. 

Demonstrate Consistent Integrity 

People pay close attention to whether actions match words. Leaders who consistently demonstrate integrity earn respect, especially during challenging times. Integrity means behaving and making decisions that match the “posted words on the wall” or stated values. It means treating people fairly and doing the right thing when it is inconvenient or difficult. Consistency strengthens credibility and expands influence over time. 

Encourage Others to Contribute 

Healthy influence is not about controlling outcomes. It is about creating conditions where people can contribute their best thinking –together. Leaders who pose a situation and question, then invite participation, encourage diverse perspectives, and recognize contributions generate stronger engagement and better decisions. People are committed to solutions they helped create. 

In today’s complex business environment, influence has become one of the most essential leadership capabilities. The organizations that thrive are often led by individuals who understand how to build trust, foster collaboration, and inspire commitment without relying on authority. 

Healthy influence is not manipulation. It is the art of helping people achieve meaningful results together. By strengthening these skills, leaders at every level can create more productive relationships, better decisions, and stronger organizational performance.