Imagine leading the sales team for an organization that missed its mark by millions of dollars in ’07 because of a nightmare product recall – one that cost customers and caused stomach ulcers.

Leadership isn’t easy. How would you lead in such a situation?


Most people would turn up the pressure. They would make demands and communicate ultimatums (thereby making people nervous… how well do you function when you’re nervous?); they would pull resources (ever try sitting on a one-legged stool?); and they’d bring in the token motivational speaker to deliver empty platitudes (providing enough external motivation to get you back safely to your lonely office).

When “things get tough” many leaders only make it tougher – for themselves and others.


A man named Ray knows a better way. He’s in the position described at the top, so he’s equipping his team with tools – sales AND leadership tools – so they can lead themselves, motivate themselves, and lift themselves to new heights.

His most important tool is the Humanity Factor: he cares enough about those he interacts with that it alters how he functions. Instead of turning up the pressure, he’s teaching his team how to make a difference under pressure. His approach is so seldom used in leadership that Ray stands out like a statue of a soldier in a pigeon-filled park.

What is Ray getting for his efforts? Instead of preparing their resumes, this sales force is racing forward – already exceeding their January objectives.

Can you lead like Ray? When under pressure, instead of demanding results, do you trust yourself with tools like the Humanity Factor to deliver greater results?

What is the difference between what “might be” and what “can be”?  You decide.

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