Dos and don’ts of leadership from Donald Trump

Republican presidential hopeful Donald Trump. In leadership, unfortunately, perceptions matter more than reality. PHOTO | AFP 

By SCOTT BELLOWS

Posted  Wednesday, October 7  2015 at  16:21

In Summary

• Trump clearly captures the imagination of his fans and inspires them through his body language, tone of voice and sharp rhetoric.
• Americans gain inspiration from articulate oratory, solid vocal tones and a strong “presidential look” of seriousness. Kenyans, on the other hand, prefer leaders who can inspire through humour.
• Anecdotal research conducted in bilateral US government youth programmes in Kenya showed that when ethnicity and money were removed from political manoeuvring, the most humorous candidate won every opinion poll.

Onyango always dreamt of becoming a great business leader. From his educational pursuits at the University of Nairobi, he understood that prolific leaders learn managerial skills and do not inherently just know the right actions from birth.

But throughout his professional life, Onyango felt like most effective managers were just on television but not in real life.

Eventually, Onyango landed a coveted sales executive role with a multinational technology firm with regional offices in Nairobi. He saw an opportunity to revolutionise the firm’s marketing process and motivate the team around an already solid product line.

Inasmuch, he looked for role models so as to mimic their actions. He pondered the convertibility of success from prominent business leaders who also transition into politics like President Uhuru Kenyatta, Governor Evans Kidero and Senator Gideon Moi.
What traits and qualities made successful business tycoons and political figures?

A friend told Onyango that he should look at Donald Trump. Barely a few hours can pass without international news outlets mentioning something controversial about the billionaire mogul.

Further, Americans living in Kenya receive questions each day from Kenyan colleagues about their opinions on Trump’s chances of success in the presidential elections next year.

Onyango wondered whether apparent abrasive controversial leadership works in business like the way Donald Trump seems to use the techniques in his political campaign. He desired innovative and creative solutions to emanate from his colleagues.

Researchers Jim Kouzes and Barry Posner note that leaders must work to enhance the perceptions that followers hold of them. In leadership, unfortunately, perceptions matter more than reality.

First, an impactful leader must inspire his or her followers. Supporters must perceive high levels of inspiration stemming from the leader. Trump clearly captures the imagination of his fans and inspires them through his body language, tone of voice and sharp rhetoric.

While millions of his opponents also tune into party debates in record numbers, those disinclined towards his political views find his style, speech and goals coercive.

Research shows that perceptions of coercion by a leader cause resistance and increase his or her unfavourability rating.

So while most leaders hold supporters and detractors, US Secretary of State Hillary Clinton uniformly receives lackluster reviews on her ability to inspire voters. Leaked documents over the summer even showed a strategy by her team to appear more at ease and inspiring.

How one inspires followers differs from culture to culture. South Sudanese on average desire a strong stoic leader.

Americans gain inspiration from articulate oratory, solid vocal tones and a strong “presidential look” of seriousness. Kenyans, on the other hand, prefer leaders who can inspire through humour.

Sweeping yet anecdotal research conducted in bilateral US government youth programmes in Kenya showed that when ethnicity and money were removed from political manoeuvring, the most humorous candidate won every opinion poll.

So Onyango with his sales co-workers should inspire a shared vision of the future through humour and analogies.

Secretary Clinton, on the other hand, holds low perceptions of honesty due to the current whirlwind about her use of personal emails for official work.

Onyango must ensure not an ounce of perceived dishonesty creeps into his leadership style or he will lose all those in the office and his clients.

Third, perception of a leader’s vision is critical. If someone comes off as forward looking, then he/she possesses a greater chance of amassing followers. Trump doesn’t score well in this regard. He lacks specificity and instead relies on attacks.

A leader without specifics about the future does not retain followers for long. Hillary Clinton poses greater forward looking ability. Onyango must excite his office with great vision.

Finally, a leader must demonstrate his/her competency. A politician shows competency through success in prior public offices held. However, the Republican voters seem unimpressed with such views of competency in their current election cycle. Instead, they value business experience as a sign of competency.

Donald Trump scores highly in his constituency’s mind even though he has never demonstrated competency in any elected office.
While Hillary Clinton has held public office, the American voters seem less inclined to count it towards competency this time.

Onyango as a younger sales executive must demonstrate his competency through overt direct ways since perceptions of youth in the workplace often create bias against competency.

So while Trump may captivate much of the world at present, Onyango should not imitate his leadership style. Loud inspiring leaders often do not listen to their staff, but listening skills prove crucial in office settings.

A leader who comes off as too dominant hinders innovation and creativity since his or her employees fear taking risks.
Discuss leadership in Kenya and around the world with other Business Daily readers at #LeaderAssessment on Twitter.

Professor Scott serves as the director of the New Economy Venture Accelerator (NEVA) at USIU’s Chandaria School of Business, www.ScottProfessor.com, and may be reached on: info@scottprofessor.com or follow on Twitter: @ScottProfessor.