I just read this quotation: “The key to successful leadership today is influence, not authority.” WHAT? Eh, not quite.

It’s sounds good when you first hear it, but it’s completely without merit, and also downright dangerous.

REALITY: There is no one key to leadership. You need a fat set of keys that includes BOTH authority and influence. Anyone who tells you differently is trying to exert their influence without an ounce of authority.

Here are the elements, totally based on authority, that give real leaders the ability to influence:

• Respect. If respect for the leader is lost, the power of influence AND authority are weak at the foundation of any mission. Leaders make the mistake of commanding respect when, in fact, respect is earned.

• Clarity of message. If leaders are to be followed, it starts with this.

• Positive attitude that sets an example for others to adopt. Attitude is THE fundamental element that creates a path for all leaders to succeed, not just influence.

• Ability to motivate. Creating the desire in the team to perform at top level.

• Ability to inspire. The difference between motivation and inspiration is that motivation must constantly be injected. Inspiration lasts a lifetime. Great leaders can instill both.

• Ability to strategize. Well-founded strategies are eagerly accepted by your team. They make sense, and they seem doable.

• Ability to plan, and plan B. After strategy is decided, plans are drawn to achieve the strategy. Plan B is also created to ensure no loss of forward momentum in case there’s an unexpected shift or change.

• Reputation. Not just a “great guy” or a “take-charge” person, rather someone who is known as a great leader and has earned the respect of his or her people and community.

• Resilience. A leader’s ability to take it, and give it back, or bounce back from whatever situation arises.

• Experience. A history of both success and failure that has provided the knowledge and wisdom to lead in the present.

• Persuasion. A higher form of influence. Persuasion occurs when trust and confidence meet belief, risk tolerance and safety.

• Stature. Leaders must stand tall and be recognized for their posture, confidence and poise.

• Character. Character is possessed (or lost) by consistently doing the right thing and the best thing.

• Image. Actions, results and reputation combine to form image.

• Ethics. This element of leadership determines reputation. Great leaders operate at and with the highest ethical standards.

• By example. As a business leader myself for more than 40 years, I have ALWAYS set the example by “doing” rather than “telling.”

• Tolerance of risk. Great leaders have a high risk tolerance, and a sense to know when to take a calculated one.

• Ability to get along with others. I believe that “likability” plays a major role in a leader’s ability to create productivity and achievement.

• Courage. The intestinal fortitude to withstand all adversity, and the resilience to react, respond and recover on the way to accomplishment, achievement and victory.

• Ability to achieve. Leaders’ effectiveness is measured against their charged tasks and goals.

• Ability to withstand failure. All great leaders have encountered, withstood, endured and recovered from defeat, becoming much wiser and more steadfast of purpose.

• Ability to celebrate victory. Real leaders know how to create genuine celebration AND recognition of all those who participated. They also know how to temper it and use it as a springboard for the next task at hand.

• Reputation. Everything discussed above creates and forms a leader’s reputation. Reputation creates the ability to attract and the desire for others to follow.

Jeffrey Gitomer can be reached by phone at (704) 333-1112 or by e-mail at salesman@gitomer.com. © 2010 Jeffrey H. Gitomer