The World's Greatest Salesman
Sailors Are Developed on Rough Seas
"What we need and always will need, in this business, is greater intimacy and simple honesty between us.
That is what I am trying to get over to you this morning—the plain, honest fact that you are in this business for the purpose of making some money for the stockholders of the company and you know, and you will all agree, that the company is willing and anxious to divide that profit with you men on a fair, honest and reasonable basis.
We cannot afford to carry men who do not operate their territories on a profitable basis. It makes no difference whether you are working on commission, salary, or salary and commission. We have to figure everything on a straight commission basis. When a man runs a territory at a loss he reduces the profit on the territories which are operating successfully. There never has been a time in the history of industry when business people have had as great a need for our products as they have today. It is harder to sell today, of course, but the business is there. There are fair weather sailors and rough weather sailors, and it has been mostly rough sailing lately. It requires more thought and more effort and more determination in rough weather, but it can be done."
More Thought, Effort and Determination
- From an address before members of the Tabulating Machine Division at the 1932 One Hundred Percent Club.
- Waldorf-Astoria, New York, N, Y.
- January 23-25, 1933