It’s tempting to put people on a ladder. I sold more than him so I’m a better sales person. She can run faster than me so she is fitter.

But the problem with a ladder is that you continually measure where you are – still ahead of him? How do we catch up to her?

And even when the ladder serves no purpose it is often introduced under the guise of fun. It is the basis of the best-mate-put-down. It’s easy to put a mate down to get a cheap laugh to form a connection. The challenge is to build them up and build a bond that is strong and useful. It’s not always as funny or as easy to think up, but it builds connection and from there you can influence.

As always I’d love your thoughts on this here.