Happy Birthday to Randolph Sterling!

Seven years ago today, April 22, 2003, the papers were approved and Randolph Sterling, Inc. was born. In some ways it seems like yesterday while in others, it seems like a million years ago!

I started the company because I thought we could do something different, something better than I saw out on the market. Sure there were tons of sales training companies out there, but that wasn’t what we strove to be. Our goal was to provide real time assistance to the people who were sitting right on the front lines of a company’s success. We started out as a “sales consulting company” and went through the typical growing pains that any small company went through. We defined ourselves by what we thought the market wanted (in comparison with the skills I, who at the time was the only employee, brought to the table) found our first clients and first “big” client to prove that we did know what we were doing, just a little bit! Next came our first big disappointment when I walked into our biggest client at the time to pick up payment of a few invoices and I was greeted with “Yeah…we’re not going to pay you!” As I later learned, if you talk to any entrepreneur, 99% of them will tell you a similar story—although it still burns me that I could have stayed home watching daytime TV for six months and had been in a better financial situation than I was by working with this client!

It is a lesson we all live and learn…the true strength of a man is measured not in his level of success, but how he handles things when they go wrong.

I learned from that experience and along the way, we found new and different ways to help our clients. The original “sales consulting” has grown into our outsourced sales management department, where we will help growing companies with their overall sales process. Our ideal clients are ones that are growing and need to keep up with their growth. We help them by not only working with them to provide a plan, but also in implementing that plan.

We then started our outsourced sales department when we noticed that many of our clients had the same problem…their salespeople were victims of their own success. That is they got to a point where the bulk of their day was spent working with current clients and growing current business, causing the task of developing new relationships to take a back seat. There was a tremendous need for professional inside salespeople to work with them to develop those new relationships for them with the right prospects.

Finally, we developed our SAM Peer Advisory Groups. So many times a CEO will have his advisory board where he will discuss operational issues and the overall vision of the company, but very seldom do the salespeople—the people directly responsible for the growth of the company—have this same opportunity to learn from their peers.

Seven years from the start and we are still looking for new ways to continue to help our target market grow. But let’s face it, the life of an entrepreneur isn’t always 100% fun. To endure the 12-14 hour days, wondering if I could be making more money working these same hours as a Wal-Mart greeter or at least thinking that I would have half as much to do if I “just sold for someone else.”

OK, truth be known, when I think these things, it is usually my ex-wife’s voice I hear saying them…I wonder why 🙂

Anyway, you have to have a little fun along the way. One of my goals each year is to make sure that I do certain things that I would not have had a chance to do if I was not CEO of Randolph Sterling, Inc. Some of them have included:

  • Getting paid to go on a cruise
  • Playing golf with former major league baseball player Tony Womack
  • Co-hosting a small business radio talk show on an Atlanta radio station (that was simulcast over the Internet all around the world)
  • Writing a book—“Closing the Deal,” available on Amazon and at other fine retailers!
  • Meeting Miss North Carolina
  • Getting paid to ride the Spiderman ride at Universal Studios
  • In one day, being a resident sales expert for a plumbing company, used equipment manufacturer, accounting firm, marketing firm, and event planner…and that was just a normal Wednesday
  • Having the opportunity to work with some of the greatest minds and best people I have ever had a chance to meet

Thank you to all of the people who have made the past seven years possible, from our fantastic staff to our business partners to our referral partners to our clients. You have made every day great and I can’t thank you enough for all helping to make the dream I had as a high school kid a reality.

…now let’s see what the next 7 years brings us!

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