““Treat others the way you want to be treated.””
We all learned the Golden Rule in kindergarten. It’s a fantastic starting point for basic human decency. But when it comes to leading a high-performing sales team, the Golden Rule actually falls short. In fact, relying on it might be the exact reason you are struggling to motivate your people.
Why? Because the Golden Rule assumes everyone wants exactly what you want.
If you are a leader driven by public recognition and cash bonuses, the Golden Rule says you should motivate your team by putting their names on a leaderboard and offering cash spiffs. But what if your top rep doesn’t care about the spotlight and is actually motivated by extra time off with their family?
By following the Golden Rule, you put in the effort, but you still completely miss the mark.
Enter: The Platinum Rule in Leadership
If you want to stop guessing and start driving real performance, you have to adopt the Platinum Rule in leadership:
““Do unto others as they would have done unto them.””
- It sounds simple, but it requires a massive shift in perspective.
- It forces you to step out of your own shoes and pay close attention to the people you lead.
- It shifts the focus from “me” to “them.”
This is the exact shift I focus on when organizations bring me in as a sales leadership speaker. The hard truth is, you cannot lead your team effectively until you find out what actually moves them.
How to Apply the Platinum Rule Today
Here is what the Platinum Rule looks like in a high-performing sales culture:
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In Praise: You might love a shout-out in the Monday morning meeting. But if your rep is an introvert, the Platinum Rule means you pull them aside privately to say, “I see the work you’re putting in, and I appreciate it.”
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In Coaching: One rep might need a loud, high-energy challenge to get fired up. Another rep might need you to sit down, look at the numbers together, and methodically map out a plan.
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In Motivation: Stop throwing the same incentives at everyone. Ask them: “What does a win look like for you this quarter?” Then, align their daily actions to their specific goals, not yours.
Stop Pushing. Start Aligning.
When you practice the Platinum Rule, you communicate something incredibly powerful to your team:
“I see you. I value you for exactly who you are, not just for who I want you to be.”
This is the ultimate secret to being able to build trust and connection. It’s one of the most effective 10 ways to build trust and inspire that you can deploy immediately.
If you’re tired of a one-size-fits-all approach to management and want a proven framework to transition from selling to leading, I built the Sellership System™ to help you master these exact conversations.
Find out what your team actually wants. Then, lead them there.
Make it a great day.
