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Some men seem to be born with a burning desire to keep moving. Others are "born lazy." Can anything be done about it? Probably not very much, as a general rule. And yet some men have revolutionized their lives by changing themselves. The superintendent of one of the big state reformatories says that this is one of the most fascinating aspects of his job.
He personally interviews every criminal when he enters the prison. The prisoner is usually uneasy and frequently quite belligerent. When he has served his sentence and is ready to leave, the superintendent has another visit with him and says it's remarkable how he may have changed. He attributes this to the common sense most men have, the education they receive, the religious activities they are exposed to, and other influences. About ten percent of the men make most remarkable and permanent changes in their characters.
Likewise there are a certain number of salesmen who can revamp their lives if they really want to do it. But it takes will power. To improve one's work habits seems so simple and easy that it's a mystery why it's so difficult to get men to do it. Every sales manager knows how often a man will agree that he "will go to work" only to sag back into his old lazy habits the very next day.
WHAT IS WORK?
Since so many salesmen succeed with various methods, just what is it they do that can be defined as work? Is work always a disagreeable duty? Why do some men love to work? These are questions that come to the mind of every man. These same questions puzzle sales managers too.
Probably a simple definition of work is this—it is the using of strength or talents to accomplish something worth while. This doesn't say that it needs to be either pleasant or unpleasant.
MASTER SALESMEN ARE INDUSTRIOUS 113
The men who fail because they don't work, just fail to exert themselves. It's as simple as that.
WORK CAN BE PLEASANT
Sir James M. Barrie said, "Nothing is really work unless you would rather be doing something else." In this case he is obviously thinking about the common attitude that work is an unpleasant duty.
One day a great salesman was being praised for his achievements and among other things was declared to be a hard worker. He replied, "I've never worked a day in my life. Every day I do what I do because I love to do it. I would rather sell than anything on earth." Here again this man was speaking of "work" as something to be dreaded.
Ruskin wrote this— "The moment a man can really do his work he becomes speechless about it; all words are idle to him; all theories. Does a bird theorize about building its nest, or boast of it when built? All good work is essentially done that way; without hesitation; without difficulty; without boasting."
WHAT TO DO ABOUT IT
You may think, "This all sounds fine, but just how can I develop a liking for my work?"
Here are four suggestions that may help you. They've helped me and some other men too—
1. Face the facts. If you are ever to be successful and enjoy
the good things of life, you simply must work. Not in a
lackadaisical way either, but intensely.
2. If you agree to this first suggestion, start now. Launch
into a campaign of activity starting today.
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