Field Intelligence: Executive Summary
- The author adapted a triangle framework of Mindset, Skillset, and Action for coaching rural sales teams.
- Prioritizing mindset became the number one trait when hiring sales managers.
- The triangle framework is applicable in business, life, and leadership development.
How Did a School Uniform Shape Leadership Style?
I never expected that a lesson from my school uniform would come back to shape my leadership style.
Most of my early career was all about targets, volume, and chasing sales. From the liquor industry to construction, success was measured in how much you pushed, sold, and delivered fast.
But when I made the switch to the impact world supporting last-mile agri-businesses and social enterprises I had to unlearn a lot of what made me successful in the past.
What Was the Turning Point?
One moment stood out.
Our organization had hired a consulting firm to help professionalize our rural sales force. As a senior team member, I joined the training alongside everyone else. The model they taught was simple:
Attitude, Competence, and Effort
At first, I nodded politely. Sounded like another generic framework. But as the session went on, something clicked. I remembered my old school days. Every student wore a patch on their shoulder that read:
စိတ်ဓာတ် စည်းကမ်း ပညာ (Mindset | Discipline | Knowledge)
That triangle had been sitting on my shoulder all those years and I had never truly seen it.
That was my turning point. I realized this wasn’t just a training tool. It was a lens for leadership. A way to truly understand where someone’s growth needed to begin.
How Does the Triangle Framework Work?
Since then, I’ve adapted the triangle into my coaching framework:
- Mindset (Attitude): The foundation. Without belief, resilience, and openness to grow, no skill sticks.
- Skillset (Competence): What we train and practice—selling techniques, product knowledge, customer engagement.
- Action (Effort): Showing up, trying again, following through when no one is watching.
What Patterns Emerged in the Field?
I started applying this triangle in real sales territories—off-grid towns, rural villages, and high-pressure markets.
And I began to notice patterns.
Some reps were sharp and energetic. They could pitch and close. But they lacked the mindset—the belief in themselves, or the empathy for their customers. They hit a ceiling.
Others had the right mindset and took action, but didn’t yet have the sales skills. Coaching them was about building competence, not motivation.
And then there were the rare ones who had all three balanced and aligned. Those were the reps who grew fastest, got promoted, and became coaches themselves.
Why Prioritize Mindset in Hiring?
Later, when I stepped into hiring managers myself, I started prioritizing mindset as the number one trait. One story still sticks with me.
We were recruiting for a national-level sales manager role. It was a competitive process—many strong candidates, great resumes, impressive experiences.
But one answer stood out.
I asked:
"You’re competing in a tight market with limited resources. The company is a startup on a lean budget. The country is in crisis. All major players are rushing into the same space. How will you lead through this?"
There were many polished answers. But one candidate said something I’ll never forget:
“If you’re fighting with a short sword, take a step forward. Don’t waste time wishing for a longer one.”
We hired him that day. Years later, he’s still with us. Still the top-performing manager. Still inspiring others. Not because of the tools he had but because of how he thinks.
How Does This Relate to Buddhist Teachings?
And that brings me full circle because the triangle I once saw as just a coaching tool has now become something much deeper.
Last year, my wife shared a Buddhist teaching that struck a chord. She reminded me:
“The Buddha taught that wisdom, morality, and mental discipline are the three pillars of life. When they align, life flows with clarity and strength.”
မဂ္ဂင် ၈ ပါးဆိုတာသီလ၃ပါး၊သမာဓိ ၃ပါး၊ပညာ၂ပါးကိုပြောတာ
That’s when it hit me.
What I once saw on my school uniform, what I later used as a sales coaching framework, and what I now use to raise my kids and lead my business, it’s all the same triangle.
Mindset. Skillset. Action.
Whether in business or in life, this triangle keeps showing up. Not just a model, but a way of living.
Field Data Evidence: The triangle is simple: Mindset, Skillset, Action. We use it to train, coach, and even promote future leaders.
Frequently Asked Questions
Q: What are the three components of the triangle framework?
A: Mindset, Skillset, and Action.
Q: Why is mindset considered the foundation?
A: Without belief, resilience, and openness to grow, no skill sticks.
Q: What was the key factor in hiring the top-performing sales manager?
A: His mindset and how he thinks, not the tools he had.
