The Five Virtues of a General: Sun Tzu's Leadership Test for Direct Selling

The commander stands for the virtues of wisdom, sincerity, benevolence, courage and strictness. — Sun Tzu

In the very first chapter of The Art of War, Sun Tzu lists five things to assess before any battle. One of them is the general, and he describes a good one in five words: wise, credible, benevolent, courageous, disciplined.

It's a short list, and a demanding one. Most leaders are strong in two or three and quietly weak in the rest. The weak ones are usually where the team's problems come from.

Here is how I read each virtue for someone leading a direct selling team, with one honest question to ask yourself and the sign that it's missing.

智 Wisdom

Wisdom is the ability to see the situation clearly and choose the right response. It means knowing whether a problem is about tactics, strategy or purpose, and treating it accordingly.

Ask yourself: when my team brings me a problem, do I diagnose it before I answer it?

When it's missing: the same advice is given to every problem, usually "work harder".

信 Credibility

Credibility means people can rely on what you say. Promises are kept, standards are applied fairly, and your words match your actions.

Ask yourself: if my team listed the promises I made this month, how many would they say I kept?

When it's missing: people stop believing announcements and wait to see what actually happens.

仁 Benevolence

Benevolence is genuine care for the people you lead. It's checking in when someone is struggling, and caring about them as people rather than as numbers.

Ask yourself: do my partners hear from me only when their numbers are good, or also when life is hard?

When it's missing: people stay while things go well and leave quietly the first time they don't.

勇 Courage

Courage in a leader is rarely dramatic. It's having the difficult conversation, admitting a mistake in front of the team, and trying something new when the old way has stopped working.

Ask yourself: what conversation have I been avoiding for more than a month?

When it's missing: problems are discussed by everyone except the people involved.

嚴 Discipline

Discipline is holding a clear standard, starting with yourself. It's doing the daily basics you ask others to do, and being consistent about what the team will and won't accept.

Ask yourself: am I doing every day what I ask my newest partner to do?

When it's missing: standards slide, and the most committed people lose heart first.

The virtues balance each other

The list works as a whole. Benevolence without discipline becomes softness that helps nobody. Discipline without benevolence becomes harshness people leave. Courage without wisdom becomes recklessness.

That's why a leader who is strong in four and weak in one still struggles. The missing virtue throws the others off balance.

Read the five questions again tonight and score yourself honestly from one to five on each. Which is your lowest, and what would your team say it is?