Episode 8: Selfless, Tough and Disciplined | Eric Kapitulik

Transitioning from Military and Sports to Sales: Eric Kapitulik’s Journey

In a recent episode of Merchants of Change, we had the pleasure of hosting Eric Kapitulik, a former U.S. Naval Academy lacrosse player and Marine, now a successful entrepreneur. His insights are invaluable for anyone considering a career shift into sales, particularly athletes and military veterans.

From the Lacrosse Field to the Battlefield

Eric’s journey began as a walk-on lacrosse player at the U.S. Naval Academy. Despite starting lacrosse in his junior year of high school, Eric’s basketball background provided him with a strategic edge. His hard work and dedication led him to become a key player on the team. Reflecting on his time at the Naval Academy, Eric emphasized the importance of hard work and the lifelong friendships formed through sports.

Following his collegiate athletic career, Eric served in the Marines for eight and a half years. The camaraderie and team spirit he experienced in the military were similar to those in sports, making the transition from the field to the battlefield seamless. However, Eric noted that both athletes and veterans face significant challenges when transitioning to civilian life, primarily due to the loss of that tight-knit team environment.

Transitioning to Civilian Life

Eric highlighted the difficulty of transitioning from a passion-driven career in sports and military to a more traditional corporate environment. He shared his experience of working at Goldman Sachs after leaving the Marines. Despite the prestige and financial benefits, he found it challenging to stay passionate about a job that didn’t resonate with him on a deeper level. This led him to start his own company, The Program, which focuses on leadership development and team building for athletes and corporations.

Key Lessons for Business Leaders

Eric offered valuable advice for business leaders on how to support veterans and athletes transitioning into the corporate world:

Emphasize Challenges: Veterans and athletes thrive on challenges. Rather than making the transition easier, provide opportunities that challenge their skills and push them to excel.

Build on Core Values: In both sports and military, core values play a crucial role. Eric stresses the importance of defining and upholding these values within an organization. At The Program, they emphasize being selfless, tough, and disciplined. Hiring individuals who embody these values ensures a cohesive and motivated team.

Founding The Program

The idea for The Program came about when Eric noticed a gap in leadership development among college athletes. Initially starting with strength and conditioning coaching for high schools, Eric shifted his focus to leadership training for collegiate teams. The Program now works with over 160 college and professional athletic teams and various corporations across North America, emphasizing the importance of leadership and team dynamics.

The Role of Sales in Leadership

As the CEO of The Program, Eric underscores that a significant part of his role involves sales. His training at Goldman Sachs equipped him with essential sales skills, such as persistence, long-term thinking, and maintaining integrity. He advises that being honest, reliable, and making every interaction valuable for clients are crucial elements of successful sales.

Conclusion

Eric Kapitulik’s journey from a collegiate athlete and Marine to a successful entrepreneur provides valuable insights into the importance of core values, teamwork, and the relentless pursuit of excellence. For those transitioning from sports or military careers into sales, his story is a testament to the power of hard work, dedication, and maintaining a passion for what you do. Eric’s experience and advice offer a roadmap for achieving success in any field.