It takes a highly intellectual individual to enjoy leisure. . . . Most of us had better count on working. What a man really wants is creative challenge with sufficient skills to bring him within the reach of success so that he may have the expanding joy of achievement. . . . Few people overwork; plenty overeat, overworry, overdrink. . . . Few realize real joy and happiness of conquest. The basis of mental health for the average adult is more work, provided the work is not mere drudgery.
Over the last decade or so 'wars' have been proclaimed, in turn, on teen pregnancy, dropping out, drugs, and most recently violence. The trouble with such campaigns, though, is that they come too late, after the targeted problem has reached epidemic proportions and taken firm root in the lives of the young. They are crisis intervention, the equivalent of solving a problem by sending an ambulance to the rescue rather than giving an inoculation that would ward off the disease in the first place. Instead of more such 'wars,' what we need is to follow the logic of prevention, offering our children the skills for facing life that will increase their chances of avoiding any and all of these fates.
It ís not the technical skills, hard knowledge or intelligence that makes fast track selling professionals effective in their jobs. Most of the time, it is their superior skill in handling people that propels their career, boosts productivity and ensures their job satisfaction.
Dan Brent Burt (1952 -)
Source: Excerpted from: Selling the IBM Way; Who Killed Service;or Time and Territory Management
Rapid technological advancement may produce problems and challenges for business when their products or services are rendered obsolete virtually overnight. The salesman who has properly learned his craft will have transferable skills perfectly adaptable to the emerging technology. The benefit of having transferable skills in such a volatile marketplace is readily apparent. It ís insurance against unemployment.
Dan Brent Burt (1952 -)
Source: Excerpted from: Selling the IBM Way; Who Killed Service;or Time and Territory Management