A salesman, their manager, and the CEO of the business found themselves on the same flight after a business convention. The CEO, happy to have landed several new deals and trade agreements after the convention, upgraded both the salesman and manager’s flights to first class so they can sit with him.

Both of them were very surprised at the gesture, but pleasantly eager for the experience. After all, neither of them could justify sitting in first class on their salaries.

The plane took off and they were eager to experience the first class amenities. Drinks were served, then snacks that made them thirst for more drinks. Soon enough, all three of them were lightly buzzed and the small talk became introspective.

The salesman, ever eager to please, held up his glass for a toast, professing his gratitude to the manager for her guidance and to the CEO for the opportunity to work in his capacity. “It is without a doubt,” asserted the salesman, “that the CEO is the reason we are all paid so handsomely in the current environment.”

The manager, not one to be outdone in front of the CEO with quarterly reviews on the line, followed up with her declaration that there is no doubt the company owes its success to the CEO’s leadership and guidance. “On behalf of all our coworkers, I thank you,” she affirmed, “For I know that you are the one who pressured the Board to give us all better healthcare and benefits!”

The CEO, swirling his drink, viewed both of them with a side tilt of his head before raising his glass and clinking his drink with theirs. The salesman and manager were both surprised that the CEO did not say anything, but as the CEO drank they also downed their drinks.

It wasn’t until all of them set down empty glasses that the CEO looked at them and asked:

“What is the best type of employee for the organization?”

The manager did not get to her position by blurting out whatever was on her mind, and so was happy to let the salesman speak first. But then she became nervous when she couldn’t immediately come up with a better answer than the salesman’s: “A skilled one. A skilled employee brings immediate value to any organization. They can accomplish what the organization needs them to do.”

“True, but it is a bit more nuanced than that.” The CEO nodded slightly. “And you?” He looked at the manager, who was still deep in her thoughts.

Sensing that she did not have the luxury to think any longer, she replied, “A determined one. A determined employee is willing to see things through to the end and will come up with creative means to accomplish the objective.”

“I can see why you would say that,” the CEO chuckled.

Being a salesman is about building rapport, so the man gave the CEO a winning smile and asked, “What would your answer be, sir?”

The CEO crossed his legs and interlinked his fingers across a knee before he answered.

“The ideal employee is skilled and determined, yes. But for an organization to truly succeed all employees must have one thing in common: desperation.”

The salesman looked at the manager, whose brow had furrowed at the CEO’s statement. The CEO himself seemed to ignore the change in atmosphere as he continued to speak in that slow cadence of his.

“This means an employee with financial obligations they cannot abandon, such as a house or a family. Pay them better than your competition and they will stay for years in any environment, afraid to do any less than exemplary for they may lose the good pay and benefits you give them.” The CEO poured himself another drink and swirled it around, seemingly oblivious to the salesman and manager’s looks. “No one pays better than us. No one offers better benefits than us. This is why both of you skilled employees are determined to do your best for us. And you know why?”

He raised his glass and toasted them. “Because you fear what happens if you don’t.”

And he drained his drink.