Earl Nightingale’s Lead the Field: Lessons for Sales and Leadership

“Lead the Field” is one of Earl Nightingale’s best-known programs, and the bones of it still hold: your attitude is everything, you serve before you serve yourself, and persistence outlasts resistance. None of that has aged. It is just as true on a sales floor today as it was when he recorded it.

Your Attitude Sets Everything Else

How you show up, how you take a no, how you treat the person across from you, all of it runs downstream of your attitude. Nightingale’s point was that you actually get to choose it. So choose one that serves both your goals and the people you are trying to help.

Serve First

Lead with service, solve the problem, add value, put the other person ahead of the sale, and you will stand out in a field full of people doing the opposite. That is exactly what we mean on the show when we say to serve people instead of selling them.

For more on attitude, service, and sales, watch the videos on the Office of the Day YouTube channel.