Character Outweighs A Resume

A five-person sales team hadn’t sold half as much as the founder of the company had in the business’ first year. The new hires hit the ground running with their marketing degrees and “improvements” to the sales process. But the results had floundered. 

It didn’t take long to figure out the original sales process was highly effective, and those highly educated salespeople left for “more base pay” and “products easier to sell.” 

Finally, with only two salespeople, sales began to really take off. Record sales were occurring month after month. 

One of the sales stars was a reformed drug dealer. He was never a user, but like Jesse on “Breaking Bad,” he had honed some management and sales skills on the front lines of the drug world. He had threats and brushes with the law that only an ingenious delinquent could have survived. 

We became friends

He had better character than some of the so-called “great hires” that left like they came, fired with enthusiasm. His life transformed in the blink of an eye for a few reasons. He had a daughter, and he knew he needed to be the good parent to raise her. And the boss who hired him into this business put faith and trust in him like no one else ever had and always gave him encouraging words. 

Finding a church and faith that didn’t reject him was part of his transformation, too. One day, the boss and he literally walked out of a church when the congregation and pastor tried to publicly humiliate the young man about his past. I guess at that place of worship only nonsinners need apply. 

Give the chance to succeed

That’s my point. Other than when hiring Fortune 500 C-level execs, perfectly clean resumes and pristine pasts are not requirements nor determinants of future success. Employees who are the most loyal and impactful to a business have told me, “My boss gave me the chance and believed in me like no one else.” 

The Power of Suggestion

In our CEO roundtable, one client said he praised employees for a great job, even sometimes when they didn’t excel but he knew they could. Over the next month, every other CEO in the group used the tactic and shared success stories. 

One CEO had his wife complain one morning, “Your daughter won’t eat her eggs.” All he said to his daughter was, “Honey, you are the best egg-eater I know.” He poured his cup of coffee, and as he walked out the door, he saw all the eggs were eaten. 


Latest News

Is There Anything New from the Latest Farm Bill Debate?

We need to know the final funding level in the debt limit debate before there are can be any attempt to mix and match farm bill titles and funds.

Big Oil is Teaming Up With Big Ag, And it Could Turn Cover Crops Into the New Cash Crop for Farmers

Renewable diesel is revving up interest from both agriculture and the oil industry, and now oil and agriculture companies are teaming up to find additional crop sources to fuel the growing demand.

Tyson Foods Plant Closure Raises Antitrust Concerns Among U.S. Farmers and Experts

Tyson Foods gave its chicken suppliers two months' notice of its plan to shut a Virginia processing plant in May, raising concerns among farmers and legal experts about Tyson's compliance with antitrust regulations.

The Scoop Podcast: Overcome Barriers, Instill Confidence, and Improve Performance

Tim McArdle is working as the ResponsibleAg Industry Ambassador. He highlights how ResponsbileAg is an industry program for the industry that “lights the way for you to be in compliance.”

Southern States: Rebuilding for The Next 100 Years

This year marks the cooperative’s 100th year in business. And as Steve Becraft describes, there’s more to celebrate than the centennial milestone.

The Carbon Games: Agricultural Producers Still Looking for the Leaderboard

“What we need to do to move carbon past the starting line is to show farmers the scoreboard and tell them exactly what they need to do to earn their points,” said Mitchell Hora.