Many definitions of leadership involve the word INFLUENCE. “Leadership is influence, nothing more, nothing less.” (John Maxwell) What does influence have to do with leadership, though? A leader needs to do two things: build or maintain relationships, and get things done.
What is common to all cultures is the need for a leader whom people trust and admire. But in the global organizations that exist today, what makes someone trustworthy and admirable when you have five different cultures in the room as those attributes are viewed differently across cultures? Also, there are various personality types in addition to cultural differences. Lastly, don’t forget the various levels of dysfunction that exist in most corporate cultures! Therefore building or maintaining relationships can get complicated.
So how do you build relationships and get things done in this kind of environment? INFLUENCE. There are many different ways to positively influence people. For example, you can use logic, you can be clear about what you need, you can draw out the other person using disclosure to make them comfortable, and you can speak to what you both have in common and paint a picture of where you are headed. Positive influence is about being genuine and authentic which builds trust, hence relationships. That trust is built when the leader is consistent and therefore reliable. These attributes come naturally when a leader uses positive influence.
Many top leaders want everything delivered in sound bites of data. The direct reports are instructed to have the problem defined and fixed, with the data to support the solution. If you can’t present it in ten minutes, then don’t bother. What many corporate structures do is isolate people as they get promoted so internal relationships become less and less important. Getting things done becomes critical, as the top layers are beholden, i.e. in a publicly traded company, to the Board and, in the US, to investors and Wall Street.
However, there is a period of time with each ascending role where internal relationships are critical in order to get things done. Understanding that each person is a unique personality requires you to be flexible in your use of appropriate influence styles, which is critical to your success in building solid relationships.
In order to get things done globally generally translates to a lot of conference calls with people that have never been in the same place physically and have cultural differences. There is, however, a similarity between unique personalities and cultural differences. Leaders have to stop focusing entirely on their own agenda and understand what matters to their direct reports regardless of culture. Knowing about the culture you are interacting with obviously is a great first step. The next step is to create the time to connect. Listen to what the issues are that create barriers to progress. Make it safe for people to give you bad news. Back up your people when things go wrong. Be present.
Whenever I talk to groups about being present, the room becomes very still. When I am present with another person from any culture, the gift of my attention in this age of a million distractions creates an immediate bond. When I am willing, as a leader, to be present with someone, I am authentic and become more trustworthy. I am then a leader whom people trust, admire, and want to follow. Isn’t that the definition of impactful leadership? Building my constituency one relationship at a time and exceeding expected results.
Nice article Sherri! It can be tough to connect when there are cultural differences, but anyone would appreciate a leader who takes the time and effort to listen and be present. Thanks!
Many people make the cross cultural piece very complicated. If we’re willing to be present and pay attention, many times cross cultural errors are easily forgiven. Thanks Jennifer!
Beautiful Word Sherri, I love that you focus on presence, and the quiet that enters the room when it is brought up. There is often an odd dynamic that happens when teams are encouraged to be “present”. In our routine day to day “rally the team” culture we are comfortable putting ourselves out there. But sit teams down in the same room and ask them to be present, and suddenly we all look like we have heavily starched shirts on. We stiffen up and get quiet. As a leader, when things get tough, reminding myself to be present is the first thing I do. It immmediatly changes my focus and reminds me of my goal.
It is so hard sometimes to be present. It takes attention. Then you do feel the stiffness don’t you? What a change of focus it can be!
Excellent post, Sharon. This is what I try to impart to my clients and the students I teach in grad school. Authenticity and attention are so important. David, I like your comments and am interested in the ‘extraordinising the mundane’. You are so right that it doesn’t cost a penny and I also have found most survey results I read say people often leave an organisation because they don’t feel valued. And it doesn’t take much. I wrote a post on 6 words that can help retention (thank you, well done, good morning). Good to see others who share the same perspective!
And as David says, a good reminder!
Hi Linda — I really like your six words. Sometimes the simple things get lost in the hustle.
HI David —
The challenge is to be present in our personal lives too. Practiced constantly it is powerful in all corners of our lives. We are never taught this as a skill though and it is so easy to get distracted. We all need reminding!
Sherri (Sharon)
Great post Sharon. There’s a concept called somewhat pompously “extraordinising the mundane”. It’s where people seen as ‘important’ give 2 minutes of time and attention to people who see themselves as ‘unimportant’ – even if only to ask about family or weekend plans.
It’s exactly about the gift of attention and I agree that it’s (when authentically given) incredibly powerful for leaders to exhibit. All the motivation surveys I have seen place feeling valued over almost anything else as what employees really want. We all possess the power af positive affirmation, and it always enhances our human condition. And it doesn’t cost a
penny!
Thanks for reminding me!