SEBASTIAN MARSHALL

Strategy Philosophy Self-Discipline Science Victory

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Gorilla Theory

Gorilla Theory says: We're all a bunch of fucking gorillas, and acknowledging this and acting accordingly will lead to better results.

Or something.

So today was Saturday, I was hanging out in the office trying to catch up on work when one of my younger staff come in. He's German, really high upside and talented guy. I hired him to do sales because he's got iron willpower, he's massively cocky, he understands rapid learning, and he's fanatic about measurement and metrics and systems-thinking. When interviewing and I asked him to rate himself on a scale of 1 to 10 in every skill, he gave himself mostly 10's. When "sales skills" came up, he said, "I've never done sales... but once I get started, I think 8 out of 10."

This, of course, rubs people the wrong way. My colleague had a, "Who the fuck is this kid?" type reaction. Me? I love it! I told him during our second interview that he's either an A-player or an F-player, and asked him some questions as to whether he's coachable, whether he can learn, how he handles (inevitable) rejection, etc, and I took him on.

He's blowing my expectations away.

Upstream Problem Generation

A lot of times people with very specific complaints about the world believe that the negatives they see are universal truths. Perhaps they see that other people are consistently unreliable, or that others don't work hard enough, or that there's never enough money to go around.

And often, the person is dead right. All of their experiences should it to be, seemingly, empirically true.

But often, the person doesn't realize something crucial -- they're causing the problem upstream.

So when things unravel at their 13th month on the job, they might have failed to realize that they set this dynamic up in month 1 and month 2. And once a course has been charted, small frictions wind up grinding the gears to a halt, and then whatever they see as ill with the world -- happens.

The way out of it? You have to ask other people if the problem is indeed universal, and crucially -- the people you ask must have very different backgrounds, views, ethics, and action patterns than you.

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