Sandler’s methods not just because of the success it has brought her business, but because of what it does for her life. The training has helped her be more vulnerable with her team and approach business uniquely. “Initially, it’s really strange to invest in the concept of trying to find pain as opposed to finding benefits. Working on what’s not working seems counterintuitive. Although now, I understand it’s not counterintuitive at all.” It is common for many leaders to only focus on the good and not seek out the problems in their teams. They don’t want to focus on negativity, but in turn, that’s precisely what happens when they let issues fester. By not seeking out the problems in your business and in yourself, you create a breeding ground for dysfunction. There are many significant resources to plug into so you can introduce yourself to new concepts. But none of these provide constant reinforcement. Think about it for a minute: Can you learn to play a sport and perform at a high level by watching a game a couple of times a year? No, you need practice, coaching, and repetition to master your craft — the same three components you need to run a great business. That’s what Sandler Training was able to provide for Sarah. “I tell people it’s about a proven system. A lot of business owners don’t have a proven system. I tell them, ‘Here’s a system that can help you figure that out.’ It helps you identify what ideal clients are and what they are not.” If you were given a blueprint to build your company toward something incredible, would you follow it? That’s what Sandler aims to provide for all their clients. Sarah is an example of someone who’s plugged into the systems, models, and coaching, creating a culture centered on excellence. Perhaps the most meaningful takeaway any of us can gain from this case study is how having a plan defines your core values. Sarah says it better than anyone else: “It doesn’t matter what your core values are; you need to embody them. Believe in them, follow them, and create a culture around them.”
The results are hard to argue. Previously, Gaspar’s hovered around $2–$3 million per year in sales volume. In 2017, Sarah set an audacious goal to reach $8 million. Even though they monitor the books on a daily basis, when they sat down at the end of the year and looked at the final numbers, they were astonished to find they had reached her goal. The Sandler training she was involved in had fueled the company’s growth to previously- unimaginable levels. When asked how Sandler helped her team, Sarah explained “Now, we have constant focus on improvement in all we do. That created its own momentum. We would not be the company we are today without the work we’ve done with Sandler.” might expect Sarah to have a chip on her shoulder. Well, it couldn’t be further from the truth, and she doesn’t view her gender as a detriment. “I think I have been fortunate because I don’t feel like I have a lot of disadvantages. I walk into a room, and I view myself not as a woman, but as a successful business owner.” The lens through which she views herself plays a part in her success as a leader and a person. Sarah has the same level-headed outlook for other areas of life as well. “My dad always said, ‘Take risks and try things,’ when I was growing up. It gave me the courage to go out and fail.” The fear of failure is one of the main killers of greatness. But Sarah didn’t see this just as a blessing for her; she has the insight to BREAKING MOLDS As a female working in a very male-dominated industry, you
understand that her upbringing may have been different from others’. Not every one of her employees was taught to look at failure the same way she does. “I try and impart that to my staff,” she said when explaining that failure does not define her. Sarah approaches her business from her unique worldview accompanied by the culture built by Sandler Training and the experience she has in her field. It’s both humble and insightful. “I believe that we are always growing and learning. That’s an important belief. It allows us to map out how we interact with one another.” This growth mindset permeates how Gaspar’s does business, and it’s at the center of their morale. A lot of companies “spend most of their time being afraid of conflict. They don’t have a courageous conversation. They spend a lot of time dancing around personal baggage.” As a business, you can’t afford to have a fear of conflict. It’s one of the major concepts in Patrick Lencioni’s book “The Five Dysfunctions of a Team”: fear of conflict can tear down even the most successful of businesses. Culture is nothing without the people manning it. What makes Sarah different than many other business owners is she’s always striving to grow and become better. It’s common to encounter entrepreneurs that assume they have it all covered and don’t need help. These owners focus so much on the business that they stop growing as individuals. Sarah applies herself to THE SANDLER TRAINING PERSPECTIVE
6 | WWW.CROSSROADS.SANDLER.COM
Made with FlippingBook - professional solution for displaying marketing and sales documents online