A while back, I was able to work with a company that has been a Sandler client in some shape or form for more than 25 years. They have offices in a few different states in the US, and they had me out for a day-long session on Transactional Analysis and some other things.
About halfway through the day, we were taking a break, and I walked up to someone in their leadership team.
I asked, "How is it that you've been working with Sandler for so long? What has it done for you?"
He shared that when he was with a different company, they had hired an HR consulting expert. They hired a lot of people off college campuses. The expert helped them to focus on people with high levels of drive and commitment.
It turned out that on college campuses, most of the people with high levels of drive and commitment were varsity scholarship athletes.
So as they discovered this, they started asking themselves as an organization how they could continue to feed that drive and commitment. And that led them to a relationship with Sandler.
In his words, "Sandler was the only organization it made sense to work with. And there was one key philosophy I embraced in Sandler that changed everything we did in our organization."
Naturally, I asked, "What was it?"
He continued, "Every time you want to move forward, you've first got to take a couple steps back. Our entire corporate philosophy is now built on that. In everything, not just sales!"
So many people get hung up on trying to take their business or organization to the next level without first thinking about whether they've mastered where they are today.
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