In 2006, I worked for Automatic Data Processing a Fortune 500 company that offers payroll and tax filing services. I sold payroll to businesses with 50 or less employees across the state of Kansas. My boss Todd Johnson reminded me of an older version of Mr. Clean without the earring.  We were out working one day when he asked me to pull into a Java Express.  As I drank a double shot of espresso, he asked me one of most difficult questions that I have ever been asked in a job.  “Is this what you really want to do for the rest of your life?”  I asked, “What do you mean, like this exact job, or working for ADP?”  He smiled and then said, “This is why you are a great salesperson”.  He asked the same question but in a more assuming way, “Working at a payroll company isn’t what you really want to do for the rest of your life is it?”

I was coming up on my 1-year anniversary with the company and had received a 12% raise in the first 3 months.  I had stock options, a 401k, and enjoyed selling to small business owners.  My wife was in Physician Assistant school, so I was the only person earning an income for the family. It felt like he was asking me to put all of that on the line when answering his question. 

I put my mini cup that had one shot of espresso left on the dashboard of the car, and then I asked him, “Can I be honest?”  He smiled, “If you can’t be honest then I am not doing my job right”

 I am not sure that many leaders feel the same way that Todd Johnson does.  I don’t know if leaders want honesty, I think they want their employees to tow the company line.  Do they really care if I love my job, love my life after work, or have other aspirations?  Do they think of me as an audience that needs to be engaged and captivated to perform at a higher level? Maybe they just expect me to perform at a high level because they pay me a salary and give me something to show off on my LinkedIn profile.  Leadership begins with connection and continues with honesty.

I took a deep breath and thought here goes nothing. “Honestly, I know I am good at sales and it pays the bills. I think no matter what I do I will always be selling, but if I could choose what I wanted to do, it would be to create something of my own.”  He said, “Alright tell me more.”  Some context for the reader, I have always dreamed of owning a sports complex and had some funding even lined up to potentially start building. I said, “Well, I would like to own a sports complex.”  As soon as it came out of my mouth, I was worried he would fire me and say enjoy raking the dirt on the baseball fields.  Instead something impactful happened that day that I will never forget.  Todd said, “Each & every day you are out here pounding the streets, knocking on doors, and getting hung up on, remember that you are doing this job for Watson Sports Complex!”

The next month I was rookie of the month and 278% of quota.  I shouldn’t tell you this part, but when they made the decision to shut down our satellite office, Todd Johnson asked me to come to Kansas City for a meeting.  I didn’t know it was going to be a lunch meeting with a job offer I couldn’t accept. He offered a job 2.5 hours away from my wife who was in Physician Assistant school. Obviously, that wouldn’t work out. He said go find another job or start breaking ground on Watson Sports Complex.

Finding a relatable perspective with your team members will be the most impactful thing that you do in 2021.  They have dreams and goals that might not be moving up the corporate ladder, but why is that a reason to not motivate them to give 110% while working for you and your team?

Many times, we find ourselves standing in a large open room with many people talking amongst themselves.  We notice that there are 1000s maybe 10,000 doors that surround the room.  How will we choose which door to step through?   We will choose the door that engages us, resonates with us, and gives us the courage to take the first step.

Are you opening the door for your team members to take the next best step in their careers or are you forcing them through the door?

Todd Johnson told me a narrative that drove me to work harder.  If you are not telling stories, finding relatable perspectives, and motivating your people according to their narrative then you are losing your audience.