It's About More Than the Money

My youngest sales rep and I were in an auto dealership early in the morning preparing for a presentation. We were making small talk with the general manager when one of his young salesmen walked into his office.

The two of them talked while we continued our preparation. Without eavesdropping, I was able to catch the major points of their discussion when something was said that struck me as incredible.

The general manager asked the salesman if he had gone to the casino on the previous night. After an affirmative reply, the manager asked if he had made any money.

“No, I lost about $ 500”, the salesman replied. Wow, I thought. That is a lot of money to lose. Now I was paying attention to the conversation to see what would next unfold. “In fact, I’ve lost $ 2,500 this month” he stated without remorse. I was stunned, but had no idea that the most amazing revelation of all hadn’t yet come.

Without flinching the general manager stated, “That’s good. Keep it up because then you’ll have to sell more cars for me to pay for your casino play.” I was floored. In one sentence, the manager revealed to me, that he didn’t care about the salesman one bit, but only cared about how it could help him sell more cars. While it was clear to me, I believe the salesman was oblivious to the point.

After our presentation, I was curious to see what my young sales rep would think about the exchange we had witnessed.

Fortunately, he concurred with my assessment of the shortsightedness of losing so much money in a month. He didn’t catch the significance of the manager’s only interest being in the salesman making money for him, but that is understandable because of his lack of experience.

I believe in business that a leader has an additional responsibility beyond making money for the business. Yes, true leaders are concerned about growing their people. In addition to preparing them for expanded responsibilities within the business, there is an opportunity to lead by example in other areas also.

In the movie, Broken Trail, Prentice Ritter (played by Robert Duval) leads a trail drive. In reality, he is on a mission to right family wrongs by helping his nephew learn about life.

After another challenge on the trail, the nephew comments about how the drive is becoming less profitable everyday. Without batting an eye, Print Ritter says, “You never measure wealth using money.” How true is his statement, and how it goes against our culture that emphasizes living for the moment and the accumulation of material goods.

Prentice Ritter knew that if they survived, the education he was providing his nephew would be far more valuable than money. He knew that it was an education that could only be gained by overcoming adversity through experience. He knew that any money they might earn would be valued more than even a greater sum that he merely gave to his nephew. And he knew that the impact on his nephew’s life would influence generations that would last beyond his lifetime.

Pat Tillman was a successful professional football player for the Arizona Cardinals in the NFL. Just after he had signed a new contract that would pay him millions of dollars per year, and in the prime of his career, the attacks of 9/11/2001 occurred. In spite of his seemingly protected place in life, Pat and his brother signed up for the Army. To insure that they served their country to the utmost, they volunteered for the elite Ranger unit.

Consequently, Pat and his brother were sent to Afghanistan in different units. The whole world was saddened to learn later that Pat was killed in action. Yes, he gave up safety. Yes, he gave up a lot of money.

But, what a legacy of citizenship! What a legacy of courage and commitment he demonstrated by his action rather than his words! What a legacy of leadership by example he provided! Pat Tillman knew that living a successful life was about more than making a lot of money.

I have been fortunate to have worked with several individuals who gave me more than an education in how to make money during my career. I have an appreciation and a respect for them that is far greater than those who were merely concerned in how I could help them attain their personal goals.

I strive in the hope that my efforts will touch the individuals that I encounter in a way that will positively influence them and their families beyond the present as well. If we’re able to touch one person in a way that positively influences his or her life, there is no way to know the size of the impact we will have made based on those that he or she touches in the future.

© 2006 Richard V. Battle