Leadership story: Are you actually creating extra value or just think you do

There were once two boys named Peter and Tim who grew up together. They visited the same schools, had the same favorite movies, bands and they liked to spend as much time together as they could. And right after finishing college, they both joined the same wholesale company. They both worked very hard trying to make the best career possible for them and as always they saw this opportunity as a competition to see who is better. But after several years, their CEO promoted Peter to the position of a sales executive, while Tim remained a sales rep. After his promotion, Peter and Tim went out to celebrate. Tim couldn’t get over the fact that he wasn’t promoted as he was working more hours than Peter was. So he decided to ask Peter if the CEO told him why was he promoted. Peter told Tim that the only explanation he got from the CEO was that he was the one making the most extra value for the company.

One day Tim couldn’t take it anymore, so he walked to the CEO and handed in his resignation with an explanation that the CEO didn’t value hard-working staff, but only promoted those who flattered him. The CEO knew that Tim worked very hard for years, but in order to help him realize the difference between him and Peter, he asked Tim to do just one more job before he quits. The job was simple, all he had to do was go to the market and find out if anyone is selling watermelons. Tim accepted the final task to prove to the CEO that he can deliver extra value if only anyone will pay attention to his work. When he returned from the market he told the CEO that there was actually someone selling watermelons. The CEO asked Tim how much were they per kg? Tim didn’t have an answer so he went back to the market to ask. He returned the next day to inform the CEO that the price is $12 per kg. Tim felt very satisfied as he had achieved everything that the CEO wanted from him.

The CEO then called in Peter and asked him to go to the market to check if anyone is selling watermelons. When he returned from the market he told the CEO that only one person is selling watermelons and handed over that person’s business card. Then he continued “His price is $12 per kg and if we buy at least 50 watermelons he is willing to sell them for $100 for 10 kg. The merchant has an inventory of 340 watermelons. While I was there he had 58 watermelons on his table, each watermelon weighs about 3 kg, the rest are in his storage. He bought them two days ago from the South and they are fresh, red and good quality. I have brought you one to inspect it for yourself.”

The CEO then asked Tim if he noticed the different results each of them delivered even though they have received the exact same instructions. Tim saw his shortcomings and what the CEO meant with “extra value”. So he decided to stay and learn how to get better.