What if the biggest leadership advantage isn't experience, strategy, or authority—but your ability to genuinely connect with people?
In this episode of Sell by Being Human, host Alex Smith sits down with Wayne Barrington, founder and CEO of The Jaro Group, executive coach, leadership consultant, and former Boeing executive who transformed one of the company's lowest-performing teams into one of its highest-rated.
Wayne shares the leadership lessons that came from navigating organizational change inside Boeing, why most transformation efforts fail, and how influence always outperforms authority. Through stories from the boardroom, the mountains of Kilimanjaro, and years of coaching executives, he explains why lasting change begins by understanding people before trying to fix processes.
You'll also hear why leaders often focus on the wrong problems, how removing judgment creates better performance, and why helping someone carry their "backpack" may be the greatest act of leadership you'll ever perform.
If you're leading a team, managing change, or simply want to become someone others trust and willingly follow, this conversation offers a refreshing perspective on leadership that puts people first.
Key Takeaways
- Why human connection is the foundation of effective leadership
- The difference between leading through authority and leading through influence
- Why most organizational change initiatives fail
- How Wayne transformed employee satisfaction from 52% to 90% at Boeing
- The power of meeting people where they are
- Why beliefs shape culture more than metrics do
- How removing judgment creates better leaders and stronger teams
- The leadership lesson Wayne learned climbing Mount Kilimanjaro
In This Episode:
[00:00] Meet Wayne Barrington and today's conversation on leadership
[02:09] What "Sell by Being Human" means to Wayne
[04:19] How Wayne's consulting career began after transforming a Boeing team
[06:29] The real reason employee satisfaction was so low at Boeing
[09:18] The leadership mistake Wayne made early on
[10:40] Why 70–90% of organizational change fails
[12:08] Building culture through genuine human connection
[14:21] Influence versus authority in leadership
[17:05] The Mount Kilimanjaro story and the power of carrying someone else's backpack
[19:13] Helping leaders define the person they want to become
[21:11] How self-awareness transformed one executive's leadership
[24:16] Creating trust so leaders feel safe being vulnerable
[25:36] Why beliefs matter more than metrics
[29:22] What helped skeptical executives embrace a new approach
[31:20] Looking beyond employee surveys
[33:20] Fun questions: Wayne's superpowers, kryptonite, and where to connect
Notable Quotes
- [02:17] "If you're truly human and you truly lead with human connection, you don't have to sell as much." — Wayne Barrington
- [05:34] "The world doesn't need any more consultants, but it needs me." — Wayne Barrington
- [10:39] "You can't just pull people along. They've got to want to come along." — Wayne Barrington
- [11:41] "Culture eats strategy for breakfast every single time." — Wayne Barrington
- [18:16] "Just follow my footsteps." — Wayne Barrington
- [18:47] "If you can take someone's backpack and help them take the next step, it completely changes what's possible." — Wayne Barrington
- [22:33] "Self-awareness without judgment is the key." — Wayne Barrington
- [26:14] "Most leaders look at the metrics. The real work starts with people's beliefs." — Wayne Barrington
- [30:14] "My job is not to judge you. My job is to help you keep moving." — Wayne Barrington
- [33:13] "I've already taken the survey. Just do better as a leader." — Wayne Barrington
Our Guest
Wayne Barrington is the founder and CEO of The Jaro Group, where he coaches executives and leadership teams through organizational change, culture transformation, and leadership development. Before launching his consulting practice, Wayne led a major transformation at Boeing, improving employee satisfaction from 52% to 90% while turning a struggling organization into a strategic business partner. Today, he works with organizations including Boeing, NBC Peacock, Hilton, UKG, and the University of Colorado, helping leaders create lasting change through trust, influence, and human connection.
Resources and Links
Sell by Being Human
Alex Smith
