--- title: "The Leadership Playbook: The Value of Beliefs | The Sales Blog" description: The Wall Street Journal published a great article about Urban Meyer and the leadership coach he put on staff, Tim Kight. The gist of what Kight taught the team is that an event and the response together equal the outcome. In the terms Covey used, there is a gap between the stimulus and your response. […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/Screen-Shot-2015-01-11-at-8_00_15-PM.png --- ### [Now booking SKO meetings for 2026/27! 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The gist of what Kight taught the team is that an event and the response together equal the outcome. In the terms Covey used, there is a gap between the stimulus and your response. You get to decide how you respond. Every time the Ohio State Buckeyes football team has experienced what should have been perceived as a seriously negative event, they have been coached to believe that they have an opportunity to decide how to respond. And they have had events that would have shaken the belief of any team, including the loss of two Heisman candidate quarterbacks, an early loss to a team they should have beaten on paper, and the disbelief of most all of their critics. What I hope strikes you most about all of this has nothing to do with football, nothing to with Meyer, and nothing to do with the amazing season Ohio State has had. They just serve as excellent examples of a bigger lesson. What I hope strikes you is that a high-performing, high achieving leader brought on a leadership coach for his team. He didn’t hire a coach to speak once, hoping that would be enough by itself to carry his team through the year. He made in [investment](http://thesalesblog.com/blog/2014/03/24/training-and-coaching-is-not-expensive/) in coaching and developing a certain mindset. I hope that you are struck by the fact that this leader believes so strongly that the game is won and lost first in the minds of his players and only then on the field. I hope you recognize the extraordinary power of [belief](http://thesalesblog.com/blog/2014/08/03/the-leadership-playbook-leaders-teach-values/) when it comes to producing results. It is difficult to beat someone (or a team of someones) who refuses to allow themselves to be beaten in their minds. There is a power in morale, unit cohesion, esprit de corps. You don’t get this [force multiplier ](http://thesalesblog.com/blog/2011/05/27/effectiveness-multipliers/)when some people in a group share a different set of beliefs and when they don’t believe they are part of something. Leadership isn’t an easy art. But the heart of it may be in building the mindset and belief system that high-performing teams are built on. ###### Tags: [Leadership](https://www.thesalesblog.com/blog/tag/leadership) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on January 11, 2015 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![how-to-lead-ebook-v3-1-cover (3)](https://www.thesalesblog.com/hs-fs/hubfs/how-to-lead-ebook-v3-1-cover%20(3).jpg?width=768&height=994&name=how-to-lead-ebook-v3-1-cover%20(3).jpg) ### How to Lead: The Leadership E-Book As leaders, we're faced with decisions everyday—not all of which are easy to make. Learn how to make those tough decisions, hold yourself and your team accountable, and build a legacy with How to Lead: The Leadership E-Book. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/d345d648-812a-428a-81e4-53ce30822212.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d345d648-812a-428a-81e4-53ce30822212) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2022-01-21T4:33:01 PM", "datePublished" : "2015-01-11 20:15:39", "description" : "The Wall Street Journal published a great article about Urban Meyer and the leadership coach he put on staff, Tim Kight. The gist of what Kight taught the team is that an event and the response together equal the outcome. 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