Lead!: How to Build a High-Performing Team

By Dale Carnegie & Associates

Dale Carnegie’s unique and powerful approach to leadership training is based on wisdom and expertise gained from developing leaders longer than any other professional development organization. LEAD! is for new or experienced leaders alike who want to be more effective at motivating and inspiring their teams.

This book is designed from the proven Dale Carnegie Leadership Success Model and Dale Carnegie’s Human Relationships Principles to help you understand tools and techniques to address common leadership challenges and shift your mindset and behavior to become a more positive and confident role model leader.

Rather than a textbook full of theory, LEAD! offers practical advice, strategies and real-life examples from top leaders around the globe that will guide you to being a more effective leader who inspires success from your team. At Dale Carnegie, we believe everyone has inherent greatness. This book will help you explore your unsuspected power and become a champion leader.

"The difference between the success and failure of a team comes down to leadership. Being an effective leader is critical to empowering potential in people and enabling successful outcomes—especially in a rapidly changing and disruptive world.”"

• Language: English
• Publisher: G&D Media
• Release date: Feb 19, 2021
• ISBN: 9781722521776

Dale Carnegie & Associates

Dale Carnegie passed away in 1955 but his voice lives on. Since the 1936 publication of his first book, How to Win Friends and Influence People, he has touched millions of readers.

Book preview

INTRODUCTION

Blending Performance Needs with Human Needs

It was pitch black and the sound of falling rocks could still be heard. It was every miner’s nightmare. In a matter of minutes that sound meant that the nightmare had become reality for thirty-four men trapped below the surface of the earth in Chile in 2010. Foreman Luis Urzua knew at that moment that the only way to keep himself and the other trapped miners alive was to rapidly develop a plan that would keep them safe until help could arrive, and provide realistic hope that they would survive despite the terrifying situation.

Within moments of the collapse, Luis gathered the men together and began formulating. They developed a three-pronged strategy with three goals in mind. Keep the men healthy and alive, create order and structure while they waited, and work with the rescuers to give them the information they needed. He knew that he needed to oversee, protect, and balance the physical, emotional, and human needs of thirty-four people, potentially for months.

To accomplish the physical goal of sustaining life, Luis implemented a strict food rationing system—each person received two spoonfuls of tuna and half a glass of milk every other day. This kept them alive until the rescuers were able to pass food down through a small hole drilled into the earth.

To create order and structure, Luis led the men to organize different living spaces underground. Using his skills as a topographer, he divided the area into a work area, a sleeping space, and other defined areas. He created an artificial day and night by using the headlights of trucks in the mine to simulate daylight.

To keep safe, the men worked to chip away at the roof so that rocks wouldn’t fall on them at night. And to assist in their rescue, they drew sophisticated maps of the underground and passed them up to rescue workers.

In addition to tending to the physical needs of the group, he also created a leadership team designating men to fill roles as a medic, a chaplain, and someone to administer the medical and psychological tests being sent from the surface to monitor their mental and emotional health.

For almost two months, the men lived, worked, and celebrated the small wins achieved daily.

In the end, the men were rescued after 70 days, with Luis being the last man out. Every single person lived, and they all attributed this to Luis Urzua’s emergent leadership skills.

While this example is an extreme case of life or death, the leadership lessons we can draw from it apply in many different circumstances.

None of us have been trapped in a cave for almost two months in the dark. But many of us have had the experience of hearing rumors of a merger, a restructuring, a layoff, or closure that no one in upper management can confirm or deny. What do we do when we have a team of people looking at us for guidance, but we’re in the dark, too?

Or when our boss is suddenly let go or quits and there’s a huge gap in the organizational structure. Now it’s up to us to lead, even though we may not be formally in that role. It’s fairly easy to be an empathetic, trustworthy leader when things are going well—but what about when they’re not? When there’s chaos and uncertainty, the best intentions of leaders sometimes disappear. That’s true for leaders around us and for ourselves.

At its core, leadership is a way to achieve results through and with other people. The results may look different from organization to organization, and the people and methods may change, but the fundamental requirements of a leader are the same. Leaders have to focus on engaging people or teams of people, balancing competing priorities, defining and communicating direction in a way that inspires and compels, and using the resources on hand to their full potential.

The leader isn’t always the one out front waving the flag, with the band marching behind her. Leadership isn’t about who gets credit for the work, or doing the work one’s self, or looking good to customers or other stakeholders. True leadership is about gaining willing cooperation about where to go and how to get there, and then using patience and skill to motivate and guide everyone there.

Leadership can be designated (congratulations, you’ve been promoted!), or can emerge naturally from within a group (we value that you’ve got such great experience and/or insights). It can be situationally dependent (you’re the only one with experience with this new system), or can be role-related (you’re leading the team as part of your job). But in every case, the leader has to be on his or her toes to handle the variability of change. People are different and are not consistent, resources come and go, and the amount of information we have at any given time is in flux.

The day that Luis Urzua went to work before the collapse, he had no idea how quickly everything would change. Fortunately, he had a core set of leadership skills, values, and principles that let him respond quickly to an emergency. And he was willing to step up and take on the burden of leadership (in this case knowing that the group depended upon his leadership for their very survival) when he could have broken down and waited for someone else to do something.

At Dale Carnegie Training we’ve seen leaders from all walks of life demonstrate incredible leadership skills like these in all kinds of situations. Never has it been more evident than during the recent pandemic. Leaders had to flex with ongoing uncertainty, while juggling the demands of protecting people and the bottom line. In many cases, we had to learn how to manage a remote team of people who had no idea how to work remotely. Leadership is enough of a challenge without the methods of interacting changing practically overnight.

Why put in the hard work? Because leaders impact the lives of their followers, as well as the whole culture in which they operate. From small mom and pop businesses to global corporations, the relationship that the leader has with his or her people makes the difference between success and failure in a company.

What is Leadership?

At Dale Carnegie Training, we believe that leadership is about working through and with others in trusting and dynamic relationships that inspire, engage, and align efforts to realize desired organizational outcomes. Great leaders capture the energy and talent from those they lead and accomplish results far greater than a less dynamic leader would.

This can differ from management. As we define it, leadership is about the people side of getting things done, and management is the process side. Every organization needs both leadership and management. Both elements are necessary, yet not individually sufficient.

In our experience studying the most successful leaders from almost every country on Earth, we’ve discovered five common qualities that differentiate excellent leaders from others.

Outstanding leaders:

  1.  Take responsibility for the future

  2.  Build a culture of trust

  3.  Create a culture for collaboration

  4.  Communicate effectively

  5.  Demonstrate reliability

Every one of these qualities matters for the success of the leader, their team, and the organization. That’s what LEAD! is about. We’ll delve into the elements that form these five qualities and how those qualities translate into results. We’ll uncover the personal elements that make a leader effective, and how the leader can then use the power of influence to bring out the best in others. We’ll look at how the culture of the organization can affect the kinds of results that allow it to become a leader in its industry.

At its core, though, leadership is a human endeavor. Leaders model the timeless Human Relations Principles that Dale Carnegie taught us that lead to connection, cooperation, and collaboration. In order to succeed as a leader, one must blend performance needs with human needs. This is true whether we’re responsible for an accounting team or trying to keep a group of miners alive while trapped underground.

In this book we look at how to balance the needs of the emerging leader to maximize employee performance with their needs as people. But, it’s more than knowing and understanding the people side of leadership—it’s actively and intentionally seeking opportunities to apply this knowledge and empower those around us, since it’s all about them. This book will both inform and throw down a challenge to find ways to apply what you’ve learned so that you can create an engaged, loyal, passionate, and productive team.

Anyone Can Become a Leader

Dale Carnegie Training offers leadership training in almost every country in the world, and has for decades. This book is a reflection of what we’ve learned across cultures, industries, demographics, and hierarchies. We’ve worked to boil down the challenge of leadership for whatever challenge we’re facing.

The following graphic illustrates the Dale Carnegie Model of Leadership Success, and is the framework for our book.

The ideas flow from individual attributes to behavioral applications that lead to outcomes and results. The foundation of leadership is the ability to actively and intentionally role model what good leadership is for others. This may require of us a mindset shift. The application of tools and processes come afterward.

But it’s not enough to role model leadership behavior when we remember. We’re actually being a role model all the time. People are watching us and either want to be like us, or want to be different from us. To be an effective leader, we have to live our lives as a positive role model. It’s about having Trust, Empathy, and getting Willing Cooperation.

This means being self-aware, accountable, others-focused, and strategic. The chapters in Part One delve more deeply into just how a leader can become a positive role model, and it all starts with self-reflection.

30 Dale Carnegie’s Human Relations Principles

At the core of everything we do at Dale Carnegie Training is the foundation of the Human Relations Principles that Dale Carnegie created many years ago. It amazes us how relevant these ideas are to modern life. In fact, if we are faced with a challenge, all we need to do is to look at these principles and see how it can improve the situation. Here are the classic principles that truly have stood the test of time.

Build Trust

BE A FRIENDLIER PERSON

  1.  Don’t criticize, condemn, or complain.

  2.  Give honest, sincere appreciation.

  3.  Arouse in the other person an eager want.

  4.  Become genuinely interested in other people.

  5.  Smile.

  6.  Remember that a person’s name is to that person the sweetest and most important sound in any language.

  7.  Be a good listener. Encourage others to talk about themselves.

  8.  Talk in terms of the other person’s interests.

  9.  Make the other person feel important—and do it sincerely.

Gain Cooperation

WIN PEOPLE TO YOUR WAY OF THINKING

10.  The only way to get the best of an argument is to avoid it.

11.  Show respect for the other person’s opinions—never say, you’re wrong.

12.  If you are wrong, admit it quickly and emphatically.

13.  Begin in friendly way.

14.  Get the other person saying yes, yes immediately.

15.  Let the other person do a great deal of the talking.

16.  Let the other person feel the idea is his or hers.

17.  Try honestly to see things from the other person’s point of view.

18.  Be sympathetic with the other person’s ideas and desires.

19.  Appeal to the nobler motives.

20.  Dramatize your ideas.

21.  Throw down a challenge.

Lead Change

BE A LEADER

22.  Begin with praise and honest appreciation.

23.  Call attention to people’s mistakes indirectly.

24.  Talk about your own mistakes before criticizing the other person.

25.  Ask questions, instead of giving direct orders.

26.  Let the other person save face.

27.  Praise the slightest improvements and praise every improvement. Be hearty in your approbation and lavish in your praise.

28.  Give the other person a fine reputation to live up to.

29.  Use encouragement. Make the fault seem easy to correct.

30.  Make the other person happy about doing the thing you suggest.

Part One

Unleashing Leadership In Yourself: Improving Your Inner Leader

Part One: Unleashing Leadership In Yourself will cover the first part of the Dale Carnegie Model of Leadership Success—Role Modeling the behaviors we want to see in others.

Within this framework, we’ll integrate Dale Carnegie’s first Human Relations Principles

  1.  Don’t criticize, condemn, or complain.

  2.  Give honest, sincere appreciation.

  3.  Arouse in the other person an eager want.

  4.  Become genuinely interested in other people.

  5.  Smile.

  6.  Remember that a person’s name is to that person the sweetest and most important sound in any language.

  7.  Be a good listener. Encourage others to talk about themselves.

  8.  Talk in terms of the other person’s interests.

  9.  Make the other person feel important—and do it sincerely.

Together, these ideas will create a solid foundation for improving your inner leader.

It’s time to stop doing, and start leading

1. SELF-AWARENESS

"Fran, can I talk to you for a minute?" Warren Cantel was standing at the office door of his mentor, Fran Bianco.

Fran Bianco was the Senior Human Resources Director for a national restaurant chain, and Warren was her direct report. A forty-something balding man with a slight paunch and glasses, Warren resembled a kind uncle more than a cut-throat businessman. He’d been an outstanding HR Analyst, and Fran had promoted him to management two months ago but he’d been struggling ever since. As she looked at his worried face, she wondered—not for the first time—if she’d made a mistake in promoting him.

"Sure, Warren, come on in. Fran closed out the window of her computer monitor and gave him her full attention. What can I do for you?"

Sighing, Warren sat down. "It’s Carl. I keep asking him to create the job descriptions for the hiring event next month and he’s blowing me off. I’m being as nice as I can … I know he’s having some personal issues at home so I’m giving him leeway, but really. This is getting ridiculous. He promises to get them to me and then just doesn’t do it. I just feel like he doesn’t respect me at all and I’m at my wits end."

"What have you tried?" Fran asked.

"Well, first, we had a meeting and I explained what I needed and when. I thought the meeting went well, but then the agreed upon deadline came and … nothing. He just ignored it. When I asked him where they were, he gave me some excuse and said he’d have them

Reviews for Lead!

[Yanu Edith · Rating: 5 out of 5 stars]

nice and useful for Leader, I love this book. Looking forward that book to be translated in Bahasa Indonesia