Rethinking Influence: The Currency of Leadership

katrincharlton
Aug 14
3 min read

Influence gets talked about a lot in leadership circles—but rarely defined.

At the top, it can be the deciding factor between a “yes” in the boardroom and a project quietly dying. It can open doors—or close them. It can accelerate decisions—or stall them indefinitely.

Many leaders tell me, “I want to be more influential,” yet often haven’t explored what that means for them personally.

Sometimes it’s sparked by feedback: a performance review, a passing comment in a leadership meeting, or a promotion conversation that didn’t go the way they’d hoped. Other times, it’s subtler—a quiet sense that influence equals success, and they should probably have more of it by now.

But here’s the thing: “I want to be more influential” often hides a more precise desire.

For some, it’s about visibility.

For others, it’s credibility, decision-making power, or being able to move things forward without friction.

For a few, it’s about finally being heard when the stakes are high.

Before you try to “be more influential,” ask yourself: Influential in what way, for what purpose, and with which stakeholders?

Without that clarity, your efforts risk being scattered—and less effective.

Influence Isn’t Always Positive

Influence is a tool. It can be used ethically or manipulatively.

The leaders I work with strive for ethical influence—rooted in values, authenticity, and long-term trust. When your influence aligns with your values, it’s sustainable. When it doesn’t, it erodes credibility over time.

What neuroscience teaches us about influencing others

We’re wired for connection.

Before you say a word, tone, pace, eye contact, and posture are already telling a story. The brain’s default mode network processes these cues in milliseconds.

Your state is contagious. Daniel Goleman’s work on emotional intelligence—and research on mirror neurons—show how quickly your calm confidence can set the tone for a board meeting… or how tension can shrink the room.

Safety unlocks influence. Polyvagal Theory, developed by Stephen Porges, explains how people either feel safe and open, or guarded and defensive. A deliberate pause, slow breath, or grounded posture can shift you—and your stakeholders—into a state where influence is possible.

Influence isn’t about personality type

Nelson Mandela wasn’t the loudest voice in the room. His influence came from clarity of values, humility, and emotional presence—anchored in a deep sense of purpose.

He listened deeply, chose words with precision, and adapted his tone without losing conviction. People trusted him because his actions matched his beliefs. That alignment of values, purpose, and presence made others lean in—and follow.

As Susan Cain notes in "Quiet", reflective leaders can hold immense influence by listening deeply and asking the questions that shift the room. Expressive leaders can spark action—when grounded in connection.

The real trap? Copying someone else’s style. At senior level, that’s the fastest way to lose authenticity—and with it, influence.

There’s no single “influential personality”—only influential presence.

Five ways to strengthen your influence

These are practices I’ve found incredibly helpful—they keep your energy aligned so others feel it:

Anchor before key conversations – A pause and a breath centre your energy before you speak.
Ask first, share second – Curiosity opens people up and creates a flow of energy between you.
Use the pause – Silence can shift the room’s energy and make space for deeper thought.
Speak with conviction and purpose – When your words align with your values and bigger ‘why’, people feel your clarity.
Read and match the energy – Tune in, adapt, and stay grounded in your own presence.

Final reflection

Who are you when you’re most influential?

Not when you’re over-explaining or trying to prove a point.

But when you’re intentional. Grounded. Clear.

What’s different about your thinking, presence, and behaviour in those moments—and how can you replicate that on demand?

💭 This week:

👉 Practise one technique from the list above.

👉 Reflect on how your values shape your leadership presence.

And if you’re navigating a key transition or stepping into more influence and visibility, I’d love to support you. Book a complimentary discovery call here.

With warmth and appreciation,

Katrin