The World's Greatest Salesman
The Simplicity of Success
"It is no trouble to come into this business, or any other business, and be an average man. You have often heard it said in your schools and colleges: "Well, I am up to the average." But that does not mean anything. No man deserves any special credit for being an average man. It is the men who are striving to be above the average who are the men who build business—they are the men who build nations. They are the real builders in every line. I want every one of you to strive to be something better than the average in your particular line in this business.
That is what I want you in this class to get fixed in your minds: that you are going to learn all you can here and then you are going out and use everything you have learned to stimulate your minds and your thoughts along lines that will bring into this business new thoughts and ideas, new principles that have never been heard of before. That is what has built this business. If we had rested on what we had accomplished sixteen years ago, we would not be as far ahead today as we were sixteen years ago. You can not stay in one place—you either go forward or go backward. That is why it is necessary in the engineering and developing ends of this business to keep striving and spending money to build new products."
Have Faith in the Future!
- From an address made to Tabulating Machine Sales School 56 and Service School 32
- Endicott, N.Y.
- May 20, 1930