The ability to influence others is a fundamental skill for you as a business professional, as it determines your impact and success. But what factors are at play when measuring influence effectiveness?
According to research, your influence effectiveness boils down to four critical elements — each one reinforcing and amplifying the others when used well:
T × O × P × S = Influence Effectiveness
(T) : the Tactic you choose to employ
Select the right approach for the situation and the person you’re influencing. Logical persuasion? Inspirational appeal? Match tactic to target.
(O) : your Organizational Power base
Leverage your organizational power, which comes from your role, resources, information, network and/or reputation.
(P) : your Personal Power base
Draw on your personal strengths—your expertise, communication skills, character, charisma, and your relationships with others.
(S) : your Skill at using the tactic
Even the best tactic fails if executed poorly. Refine your skills through practice, feedback and deliberate improvement.
Influencing isn’t about getting your way—it’s about enabling better outcomes. Which part of this equation do you need to develop next? Think about your next important conversation and how you could improve your TOPS to get better results!
