Researchers Tsedal Neeley and Sebastian Reiche tracked 115 senior leaders in a global technology consulting company who were responsible for selling and implementing projects in countries where they had limited prior experience. Tsedal and Sebastian found that leaders who were rated as top performers and got more promotions practiced âdownward deference.â They reduced âsocial distanceâ and gained employeesâ trust by taking time to learn about their lives and working âside by sideâârather than lording over them. Such leaders yielded to subordinatesâ technical and cultural expertise by deferring to their judgment and delegating authority.