How to Become a Leader at Work

Key Concepts

Executive presence, composure, gravitas, Q&A strategies (true/false, multiple choice, fill-in-the-blank, essay), born vs. made leaders, powers of observation, six qualities of a leader (competence, composure, character, sociability, extroversion, goodwill), verbal communication skills (word choice, sentence structure, frameworks), asking good questions (open-ended vs. closed-ended), influence skills (attitude adjustment), delivery (enthusiasm, speed), content (disciplined, organized, data-driven), complex language risks, storytelling (frameworks, "once upon a time" equivalent).

Executive Presence and Composure

The most common question Allen Weiner's firm receives is about developing executive presence. Executive presence is rooted in credibility and leadership, initially referred to as "executive composure." Composure implies control over self-expression. Instead of thinking of executive presence, think of the executive's presence in the room and how people feel it. A CEO described some senior-level people's communication as a "drum solo in a jazz club," lacking a clear beginning, middle, and end.

Example: Marlon Brando in The Godfather exemplifies self-control. He remains motionless while someone asks for a favor, then speaks deliberately with pauses, demonstrating control.

Gravitas

Gravitas is another term for executive composure, implying a certain gravity or weightiness in expression.

Example: A president lowering his tone of voice at the end of a sentence ("Americans have a right to safety in and around their homes.") demonstrates gravitas.

Q&A Strategies

Allen advises approaching Q&A like high school/college tests:

1. True/False (Yes/No): Answer directly, even if the topic is complex.
2. Multiple Choice: Identify the options and choose the best one.
3. Fill-in-the-Blank: Provide the missing information.
4. Essay (Open-Ended): These questions start with "why" or "how." Stay organized and use bullet points.

Key Takeaway: Answering direct questions directly distinguishes you and demonstrates composure.

Born vs. Made Leaders

Instead of focusing on whether leaders are born or made, consider a root cause analysis: Are your leadership qualities innate or learned through observation (e.g., from parents)?

Actionable Advice: Develop your powers of observation. A "genius" sees what others don't, even when looking at the same thing.

Framework for Boss Communication: "I was in a meeting this morning, I heard X say Y, my interpretation is Z, and my suggestion is A."

Six Qualities of a Leader

Allen identifies six qualities people notice in leaders:

1. Competence: Demonstrate fluency and articulation, especially with statistics.
2. Composure: Maintain self-control and presence.
3. Character: Display integrity and ethical behavior.
4. Sociability (Likability): Be approachable and easy to get along with.
5. Extroversion: Be outgoing and engaging.
6. Goodwill: Show genuine concern for others.

Key Statistic: Studies suggest that 70% of leadership skills are learned through life experience, while only 30% are genetic.

Verbal Communication Skills

Leaders need strong verbal communication skills, focusing on:

1. Word Choice: Use simple, one-syllable words for clarity.
2. Sentence Structure: Employ subject-verb-object sentences (like Winston Churchill).
3. Frameworks: Utilize structures like the 30-second elevator pitch (problem-cause-consequence-solution).

Asking Good Questions

Asking good questions, especially open-ended ones (starting with "why" or "how"), is a leadership quality. Open-ended questions lead the conversation and change the focus.

Actionable Advice: Start by asking one good question per meeting.

Example: Instead of "When do you expect this to happen?", ask "Let's spend some time figuring out why they are ordering less than they used to."

Influence Skills

Influence is about shifting someone's attitude from where it is to where you want it to be. It involves two sides of the communication coin:

1. Delivery: Enthusiasm, slower speech (sounds wiser), lively facial expressions, posture, active gestures, figurative language.
2. Content: Disciplined, organized, and data-driven. Build a mini-argument with a main point, sub-point, and data point.

Key Point: Data-driven content includes statistics that make the listener say, "Wow, I didn't know that."

Risks of Complex Language

Using complex language, vocabulary words, or jargon slows down listener processing and reduces influence.

Example: Instead of "This isn't appropriately functional," say "This is not going to work."

Storytelling

To become a better storyteller:

1. Use the "Once Upon a Time" Equivalent: Start with phrases like "About a month ago..." to signal a story.
2. Master Frameworks: Use structures like problem-cause-consequence-solution.

Example: TV commercials, especially for pharmaceuticals, often use the problem-cause-consequence-solution framework.

Synthesis/Conclusion

Becoming a leader involves developing executive presence through composure and gravitas, mastering Q&A strategies, honing observation skills, and cultivating key leadership qualities. Strong verbal communication, the ability to ask good questions, and effective storytelling are crucial for influencing others. By focusing on clear language, data-driven content, and structured frameworks, individuals can enhance their leadership potential and achieve greater influence in the workplace.