Many societal roles rely on the ability to influence, including corporate leaders, politicians, therapists, advertisers, educators, and even parents. Success is directly tied to the ability to influence others—to shape their views, modify their behaviour, and secure their commitment.
Take Pat Smith, for example. Pat is a typical sales manager in a medium-sized industrial company in Toronto. On a daily basis, Pat must assume the role of
In order to succeed in these roles, Pat must be influential: securing the team’s commitment for next year’s sales goals, for completing new sales reports willingly, and perhaps, for improving the way they deliver sales presentations.