Shane Parrish

Consultants framed them and hung them in their offices, and some carried them in their purses and pulled them out when they needed motivation.

At monthly meetings, Mary Kay recognized top sellers publicly.

She'd bring them in front of the room and applaud them while explaining exactly what they'd accomplished.

Then she'd ask them to explain their strategy so others could learn.

By celebrating success publicly, Mary Kay was teaching everyone else how to replicate it.

For major milestones, the recognition got bigger.

Sell $10,000 in a single month, you'd receive a special pin marking you as elite.

Hit certain career sales goals, you would get diamond rings and designer watches that you could wear every day.

And for the very top performers, the ultimate recognition, the pink catalog.

And the pink Cadillac wasn't originally part of the incentive plan.

Let me tell you how this came to be about.

So in 1967, Mary Kay walked into a Lincoln dealership in Dallas.

Her company was growing rapidly and she wanted to buy herself a luxury car.

The salesman took one look at her and told her, little lady, go home and get your husband.

The same condescension that drove her to start her company in the first place.

So Mary Kay got in her car and she drove straight to a Cadillac dealer in Fort Worth with a specific request.

She wanted a Cadillac sedan Deville painted to match the coral pink blush in her makeup compact.

They didn't blink.

They said yes.

So when Mary Kay got that car.