Influencing skills for leaders: Driving change and impacting outcomes

Your ability to influence others determines how effectively you guide your team, drive change and impact outcomes. It's about inspiring others to align with your vision. So, how can you refine your influencing skills to lead with confidence? Let's explore the key strategies.

Different styles of influence

Influence isn't one-size-fits-all. Successful leaders adapt their style depending on the situation and the people they work with. Three main styles to consider are:

• Authoritative: In high-stakes situations, this approach allows you to take decisive action quickly. When used wisely, it conveys confidence, but overuse can come across as dictatorial.
• Collaborative: This approach fosters ownership and encourages team involvement in decision-making. However, it can slow things down, making it less effective in situations that require swift decisions.
• Consultative: Seek input from your team but retain decision-making authority. This works well when you want to gather diverse perspectives without losing control of the final decision.

Among the best Australian companies to work for in 2023, 93% of managers genuinely seek and respond to suggestions and ideas.

Building trust and credibility

No amount of influence matters if your team doesn't trust you. Trust is the foundation of influence and it begins with transparency. Being honest and open about challenges builds credibility and following through on promises reinforces trust.

When team members feel heard, they are more likely to support your decisions, even when they involve change or challenges. Empathy shows that you care about their success, strengthening your leadership influence.

Persuasion techniques

When you want to persuade, use a few techniques to make the message more compelling. Storytelling is one of my favourite ways to do this. By connecting your vision to a relatable narrative, you engage your audience on an emotional level. People are more likely to buy into an idea when they see how it connects to real-world outcomes.

Use data-driven arguments when dealing with analytical thinkers or situations where proof is required. Backing up your ideas with facts and figures makes your argument more convincing and harder to dispute.

Appealing to shared values can also bring people on board. If your goals align with the team's core values, others will follow your lead.

Overcoming resistance

Even with the best strategies, you'll face resistance. The key to overcoming it is to approach it with empathy and confidence. Often, resistance arises from fear of the unknown or a misunderstanding of the proposed changes. Acknowledge concerns and listen carefully. Empathising with worries helps ease fears and creates an environment where people feel more comfortable moving forward.

But don't forget to keep your confidence. If you show hesitation, your team may become unsure as well. Staying calm and assertive reassures your team that the path you're leading them on is the right one.

Ethical considerations in influence

As a leader, your direction must align with your organisation's values. Avoid manipulation and stay transparent about your intentions by asking yourself: Am I being fair and transparent? Is this in the best interest of the team?

Your team will respect and follow a leader who prioritises integrity over short-term gains.
Ethically influencing others helps create a workplace where people feel respected and valued, fostering a culture of collaboration and mutual trust.

Drive positive change with ICML

By mastering these influencing skills, you can drive positive change and lead your team toward achieving organisational goals. Adapt your influencing style, foster trust, master persuasion techniques and handle resistance with empathy.

Most importantly, always lead with integrity — your influence will be more effective and sustainable. For more in-depth training on influencing skills, consider ICML's Influencing and Negotiating Skills course.