Cardinal Initiatives Newsletter Apr 22, 2023 2 min read

This week I share an all too familiar story about a universally-loved sales star who reached the top of their game only to become comfortable and succumb to complacency.

What Got You Here Won't Get You There

Success can cripple you if you let it.

Picture someone you know - a dreamer, a doer, someone who never gives up. They're always there, pushing forward, hustling, and enjoying every step of their journey to success. Then, they make it. They've reached the top, but something's changed. They've lost what made them who they were.

This is a story about that transformation, about that person we once knew and admired, and the lessons we can learn from their experience. It's a reminder that what got you here won't get you there, and that success can change everything, even the very essence of who we are.

Let's say the person in question is "Pat." Pat and I worked together closely at one time, where their infectious energy and relentless hustle defined their approach to work. As time passed, Pat climbed the ranks, earning well-deserved promotions.

Seven years later, I received a call from Pat. We caught up, but I could sense something was bothering them. Eventually, they asked for a favor: they were interviewing for a leadership role in a sales organization and wanted me to put in a good word for them. I happily obliged, and Pat landed the job.

Fast forward a year, and Pat called again. This time, they were unhappy at their new job and wanted advice on the job market. As they described their ideal role, it became apparent that Pat had changed:

• They desired a cushy position where they'd be "taken care of."

• They didn't want to build a business from scratch.

• They sought a role with immediate financial rewards.

• The enthusiasm for work had waned.

• The hustle was gone.

• Once they "made it," they stopped enjoying the effort and the journey.

• They appeared somewhat "entitled."

Initially, I regretted providing the reference, concerned that my reputation would be tarnished. But I realized that:

1. The company likely conducted due diligence and didn't rely solely on my recommendation.

2. I have high standards, and even in their current state, Pat would still rank in the top 20% of the industry.

3. It's better to help someone who has changed and needs support than to withhold help due to fear for my reputation.

Summary & Lessons Learned:

• Assume good intentions - trust that people are who you think they are.

• Never miss an opportunity to help someone who reaches out to you.

• Don't ask for a reference if you're unwilling to put in the effort.

• Seek coaching and advice to regain your enthusiasm and hunger.

• Success requires continuous effort - just because you've achieved something doesn't mean the work is done.

Thanks for reading,

Jeff

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