Credibility is the Coin of the Realm…
Originally appeared in:
Credibility is the Coin of the Realm
By Tony Simons
| …If you want to lead, or buy, or sell.Have you ever worked for someone whose word was absolutely his or her bond? Have you ever worked for someone who was not so constrained by what was said yesterday? Living true to your word is not all it takes to lead; but I propose that no leadership happens without it.
Leading is about engaging your people’s hearts so they can bring all their resources to bear on the challenges before them to go the extra mile. They won’t let you close to their hearts if they cannot count on your words. Likewise, buying and selling are relationships of trust, and the deeper the trust, the more efficient the transaction. Yet, we all undermine our credibility in a thousand small ways everyday: by small promises broken; by presenting ourselves as holding the values to which we aspire, rather than the values that truly guide our actions. We hear about it when we violate our word in a big way. We do not hear about it when we do so in small ways. The small ones, however, add up. I call the alignment between words and actions “behavioral integrity.” Keeping promises and showing the same values you talk are critical components. Where employees see greater behavioral integrity in their leaders, they work better, and they make the company far more profitable. I have measured this bottom-line dollar impact, and it is huge. I call this The Integrity Dividend, and I named my book after it. My argument is not about ethics. It is not about liking yourself more, or creating a nicer place to work, or being a more decent human being, all of which are side benefits. It is about managing your credibility so you can be more effective in relationships. This approach, based on solid research, allows me to reach practical-minded skeptics who focus on results. And I do not think of behavioral integrity as a reflection of character. I think of it as a reflection of skills and priority. This shift makes a huge difference in anyone’s ability to bring about change in a leader or a workplace. Understand that the leadership approach I advocate is not an easy road. It is far easier said than done. Improving your follow-through to the point where your word is impeccable calls for personal disciplines, such as delaying gratification, understanding your personal ambivalences, detecting habits of social deceit, and facing fear. Not easy tasks by any stretch. It also calls for practices, such as careful reflection before making commitments, keeping track and following up, and apologizing sincerely and without drama when you fail to keep your word. It is not an easy solution to the dilemmas of leadership; however, I do not believe easy solutions work. Most leadership teachers mention the importance of follow-through for credibility, but I propose that this issue is fundamental. It is difficult, and the payoff is huge. It deserves center stage in any leader development program. About the Author |
| http://businessedge.michcpa.org/issue/article.aspx?i=v6n2&a=373&s=MI |
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