One Step for Success

I asked a group of sales executives to rank the importance of influence in their careers. On a scale from 1 to 10, 10 being the most important, they all responded with an 11. We all want the ability to influence others to act on what we have to say, yet rarely do we consider improving our influence skills. If our success depends on influence, why are we so comfortable dismissing it?

In every conversation, you require something of your listener. Influence is the key to their participation. It is the skill that grabs and holds your listener's attention. Without it, our message isn't heard, remembered, or acted upon. No matter where you are within your career, what got you where you are today is not enough to guarantee success tomorrow.

Three Steps for Success

Are you as influential as you think you are? Here are three ways to find out.

First, record yourself. Use your phone to record your conversation on your next phone call or video conference. Immediately after, watch the playback. What did you do that distracted you from your message? Did you use filler words or run-on sentences? How was your volume and inflection? And what did you like?

Second, observe listeners. Do they interrupt or multitask as you speak? Are they engaged with questions and comments? Or are they looking at their devices and tuning you out?

Third, be accountable. Studies show we are 65% more likely to reach a goal with the help of an accountability partner. This week, find out. Find someone you trust. Share your goal and commit to an improvement plan. Next week, report on how you did and the next steps forward.

Avoid the temptation to simply believe you have influence or buy into the idea that your current success will turn into future success. You have to earn it.