Why Do Those You Lead Say 'Yes'?

If you are a leader, you ask people to do things every day. Hopefully they say yes to your request and things get accomplished, but have you ever stopped to think why they did what you asked? If not, you should, because the answer to that question will go a long way in determining how successful a leader you are or will become.

Early in my management career I learned there are basically three reasons people will do what a leader asks them to do. The first one is pretty obvious: You’re the boss! This is known as position power. Because of the position you hold, your employees have to do what you ask.

While every leader uses position power, especially when coming into a new position or organization, over reliance on it can lead to an unmotivated or even resentful work force. Employees will begin to do just enough to comply and the bolder ones may even begin to look for ways to subtly undermine their leader – neither of which is good for the long-term health of the department or organization.

The second reason a person will do what a leader asks of is based on what could be described as a cost/benefit analysis. Although this may sound complicated, it really isn’t. Basically the employee considers the benefit of doing what you’ve asked versus the cost of not doing it. If doing what is asked benefits the employee, or if the cost of not complying is too steep, then he/she will do what is asked. However, if they don’t think they will benefit and/or they deem the cost of not complying acceptable, then they usually won’t. This typically happens when people feel their leader/organization does not care about them. As a result they begin making the majority of their work decisions based on what is best for them, not the organization.

The third reason a person says ‘yes’ to a leader is really the sweet spot of leadership and this is personal power. In other words, people are willing to do what you ask of them because of a personal relationship that has been established. Having this personal relationship does not necessarily mean being buddies with those you lead. What it does mean is that they respect you and trust that what you are asking of them is the right thing to do. Gen. George Patton and Coach John Wooden were both great leaders.  One was feared by his men and the other was loved by his players, but both were respected, trusted and followed.

While initial respect comes with the position, long term respect and trust must be earned over time. Are you the real deal? Does what you say line up with what you do? Do those you lead sense that it’s more than a job for you? Do they see you living out the mission? If the answer to these questions is yes, then your people are following you because they want to. If not, then they are probably following you because of your title or because it’s in their own self interest. Either way, it’s not a recipe for long-term leadership success.

So…why do the people you lead say ‘yes’?