Command the Room
Executive presence is crucial to increasing your influence and advancing your career.
Whether it’s closing a high-stakes business deal or competing for a senior leadership position, odds are the best-qualified candidate doesn’t seal the deal; it will be the person who projects the most compelling image.
Expertise and experience are important, but executive presence (EP) is a major driver in determining whether a person is “up to the job.”
Executive presence has long been viewed as a critical factor for leadership success. Research by the think tank Coqual (previously the Center for Talent Innovation) says, “EP comprises 26% of what senior leaders say it takes to be promoted.” Other studies indicate that executive presence also plays a vital role in successful negotiations, sales, and influencing stakeholders within and outside an organization.
Few argue against the importance of executive presence, but leaders nonetheless find it difficult to define the quality. Leaders’ inability to quantify executive presence and provide actionable feedback on how it can be honed is frustrating for professionals trying to advance their careers. Feedback is often vague. Managers will say, “You lack gravitas,” “You’re not strategic enough,” “You’re not forceful enough,” or “Your colleagues find you abrasive.” But they fail to identify the behaviors, mindsets, and actions that will help individuals develop executive presence.
Fortunately, there is a growing body of evidence on what EP is and the skills and behaviors that influence perceptions. The qualities go deeper than charisma, a commanding presence, a polished professional image, and technical competence.
Executive presence is the ability to influence people, manage perceptions, instill trust, and project a convincing vision that inspires others to follow.
Defining Executive Presence
Executive presence is the ability to influence people, manage perceptions, instill trust, and project a convincing vision that inspires others to follow. Research findings and assessment tools categorize and label the dimensions of executive presence differently, but most highlight several behaviors.
Connect the dots. Demonstrating practical wisdom and the ability to get to the heart of an issue are fundamental. Leaders with executive presence think beyond technical or organizational considerations and see the bigger picture. They look past what is and paint a vivid picture of what could be.
Project confidence without arrogance. Being smart turns people on; telling them how smart we are turns them off. Individuals with EP know their subject matter well enough to go six levels deep when questioned, but they don’t need to prove they’re the brightest person in the room. These leaders elevate rather than diminish others, own their mistakes, accept risk, and are self-assured in decision-making.
Have emotional intelligence. Leaders with executive presence are self-aware. They understand their strengths and weaknesses and how others view them. They’re conscious of how their emotions impact others. They are not afraid to show emotion but avoid losing control so they don’t create unproductive anxiety in others.
Earn trust. Individuals with EP are perceived as genuine, caring, and of high integrity. They keep promises and are consistent in their actions and values.
Speak up when others shut down. Leaders with executive presence stand up for what they believe rather than taking the expedient route. They speak truth to power and see conflict as an opportunity for constructive improvement.
Stay calm under pressure. Leaders high in EP are known for being steady and reasonable. They stay calm in a crisis, assure and rally others, and bring perspective to the situation.
Relate to people. Executive presence hinges on the ability to connect with people. Those with this quality understand what’s important to an audience and can read their emotions. They listen more than they speak and are open to others’ ideas. They’re comfortable engaging in casual conversation on a wide range of topics.
Communicate with impact. The more one explains, the more one dilutes the message. Leaders with EP deliver clear, concise messages focusing on their audiences’ concerns. They begin with the conclusion and then provide any needed background and supporting points. They avoid using lengthy slide decks, notes, or written documents. They know their material cold so that they can concentrate on connecting with the audience.
Look the part. Physical image alone won’t build a person’s executive presence, but poor presentation can derail a promising career. Appearance and demeanor are the filters through which all other EP dimensions are viewed. Leaders with EP pay close attention to grooming, wardrobe care, posture, body language, and tone of voice. They recognize that how they present themselves signals their self-respect, self-control, and respect for others. Lack of attention to detail can raise the question, “If you can’t take care of yourself, can we trust you with our organization or assets?”
Executive presence is not a mysterious “X factor” that is programmed into some people’s DNA and missing in others. It is a skill set that can be learned and cultivated.
Bred, Not Born
As a professional, you will be judged on your presence and performance. Perceptions about your EP will determine your career opportunities. The further you advance in your career, the more critical it will become. Executive presence is not a mysterious “X factor” that is programmed into some people’s DNA and missing in others. It is a skill set that can be learned and cultivated. The process begins with knowing the leadership behaviors valued most in your organization and industry and working hard to embody those traits in a way that is authentic to you.
