Most people think with their heart—not their head by Dr David Robinson
Most people think with their heart—not their head by Dr David Robinson
Great leaders influence thinking instead of trying to control behavior. They learn how team members think and why they perform as they do every day, and especially in critical situations. Poor leaders try to produce productive behavior while ignoring the hearts and minds of those they lead.
Performance improves in direct proportion to your ability to influence your team members’ thinking and emotional priorities. Poor performance is a product of poor thinking and toxic attitudes, something over which you have little or no control. However, it’s poor leadership that produces the negative attitudes driving inferior performance.
Great leaders influence two questions team members think about constantly. First, can I succeed and grow here? Second, is there any lasting value for me if I remain on this team?
How they answer these two questions, in their minds, not yours, determines their performance.
Don't assume you know the answers. If you do not influence their thinking, you can be sure others will. If you are not happy with someone's performance, find out what they are thinking and how they feel. If you have earned their respect and trust, they will tell you the truth. If not, let the mind games begin.
Poor thinking always costs you financially. In addition, if you don’t know what your team is thinking, most of your time will be consumed correcting their mistakes and managing tensions. Too many leaders mistakenly assume that people think with their head. Most think first with their heart, their emotions. Heart decisions usually dictate the conclusion. Then, they command the head to provide the rationale to defend it.
“When dealing with people, remember you are not dealing with creatures of logic, but creatures of emotion.”
- Dale Carnegie
As a leader, until you understand how your team members think and feel, their performance will never make sense, and you will never maximize their potential.