There is a moment many leaders recognise. You are in a meeting. A decision needs to be made. The room is full of capable, experienced people, all with strong views.
One leader speaks out by speaking louder, repeating their position and relying on their seniority to move things forward.
Another leader takes the floor and speaks more calmly. The leader first listens, they then ask one or two thoughtful questions of the audience. They summarise what they’ve heard and then offer a clear perspective. Then something shifts and the decision moves forward. That is leadership influence in action.
Authority v Influence
Many leaders reach senior positions because of their experience, their expertise, performance and decision-making ability. Authority comes with the role. But influence is different. Authority tends to tell people what to do, where influence encourages people to want to follow.
In today’s organisations, where collaboration, cross-functional working and stakeholder engagement is essential, influence often matters more than authority.
Leaders who rely purely on authority may get compliant. Leaders who develop influence create commitment. And the difference is significant.
What Is It That Influential Leaders Do Differently?
In my experience working with senior leaders, those who create the most impact share several behaviours. They listen before they speak. Influential leaders do not rush before they speak, they listen carefully to the words of those that have spoken before, they look to see if they can bring some of the ideas spoken before and weave them into the presentation. This approach gives two major advantages:
First, they gain a deeper understanding of the room. Secondly, when they speak, their contribution feels thoughtful and measured.
Listening is not passive. It is strategic
Influential Leaders Speak In A Universal Language
Influential leaders will distil complexity into simple, clear points. When leaders speak clearly and concisely, people listen more carefully.
Their message becomes easier to absorb, easier to remember, And easier to act on. A simple clear message builds confidence in both the speaker and audience.
Some leaders believe they must drive every conversation. Influential leaders know differently.
They invite contribution
They encourage others to think
They ask questions of the audience
Leadership is not always about being at the centre of the discussion. Sometimes it’s about guiding the conversation from the edges.
Leaders Remain Composed Under Pressure
High stakes conversations can quickly become tense. Influential leaders maintain composure, even when challenged. They don’t react defensively or become over assertive. Instead, they slow the pace, acknowledge different viewpoints, and bring discussion back to what matters. Calm leadership often creates calm thinking.
A Leadership Story
I worked with a senior leader who had recently stepped into a more visible executive role. He was highly capable, knowledgeable, and respected. Yet he felt frustrated that his influence in leadership meetings was limited. His instinct was to speak early and ensure his perspective was heard. Often, this meant he became one voice among many. We explored a different approach. He began to listen first and took notes throughout discussion. He waited until later to add to the conversation to summarise key themes and offer perspective. The results were remarkable, by making these small but dynamic shifts in delivery style. His contribution carried more weight. The room listened more closely and his influence grew. He wasn’t speaking more. He was speaking with greater impact. The reality is as leaders move into even more senior roles, the expectations change. It becomes less about having all the answers and more about guiding thinking, shaping direction and influencing outcomes. This requires a shift from the executive:
From speaking to listening first
From authority to influence
From control to collaboration.
These are subtle changes, but have significant increase in leadership effectiveness.
Lynn Hodges – Executive Coaching for Leaders Who Communicate with Clarity, Confidence and Presence.
