Influence: Gaining Commitment and Getting Results
What does it take to get employees to do their jobs? You pay them well. They’re experienced in the dental field. But little things still don’t get done unless you tell them what to do. It takes away from your time when you should be seeing patients. You wish you didn’t have to deal with employees but you can't get results by yourself. What do you do?
Before you attempt to modify other people’s behavior you need to acknowledge their motivations. As the Dental Leader, your job is to mine that information, and then influence the factors that inspire your employees to higher levels of productivity. What motivates mature workers is frequently quite different than what drives the “Millennial” generation. The point is that all people are different and your leadership goal should be to help each individual to meet her/his own needs as well as the needs of your practice. We call that influence.
“Influence is the power and the ability to personally affect others’ actions, decisions, opinions or thinking by direct or indirect means.” The foundation of effective and constructive influence is relationship building. By gaining trust and respect from others, you increase your ability to win their cooperation and collaboration. For the purpose of this article, I will assume that you have positive relationships with your staff and that there is general harmony in your practice.
The next step is to determine the influence strategies you use, and what tactics are best for each of your staff. There are three primary approaches: head, heart and hand.
Head Tactics: Logical Appeals for Organizational Benefits
Head Tactics: Logical Appeals for Personal Benefits
Heart Tactics: Emotional Appeals for Individual Goals and Values
Hand Tactics: Cooperative Appeals for Collaboration
Hand Tactics: Cooperative Appeals for Consultation
Hand Tactics: Cooperative Appeals for Alliances
These are some of the primary ways you can begin to influence your employees. Remember…every person is motivated by something. As the Dental Leader, your challenge is to create an environment in which your employees choose to be motivated at work…and to sustain interest and attention every day.
Next article: Putting the Influence Tactics in Practice: a 6-step model for success.
It is essential to know your own preferred style if you want to influence others successfully. Contact Dr. Haller at firstname.lastname@example.org. She’ll help you to identify your strategies and apply them effectively.
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