原创丨教授专栏经典回顾:若没有路,就另辟蹊径 Find a Way or Make One

发表于 讨论求助 2022-01-22 14:05:06


作者:Cameron Tipping教授


更多教授专栏,可通过关注本微信号,进入公众号底部“赛拔中心”-“教授专栏”阅读。每周更新。



若没有路,就另辟蹊径

“要么找到出路,要么另辟蹊径 ”汉尼拔

当约翰·帕特森的朋友们听说他们的同事购买了一家当地的制造公司时,他们大笑起来。约翰·帕特森从当地一家咖啡馆老板詹姆斯·里特那里买下了一家公司,这家公司发明了一种能防止他的调酒师揩油的机器。机器上有一个引人注意的铃铛和一个显示销售金额的表盘。销售记录是通过在一卷纸上打孔来保存的。在纸的一面打印5美分的销售额,另一面打印10美分的。因此,通过加总购买单数,可以估算出日销售额。

帕特森的朋友问,就为了这个活,要不要花100美元买台机器?花1分钱买支铅笔也行啊?在那之后,帕特森对新业务失去了兴趣,并问卖家是否愿意以2000美元的价格撤销合同。但这位前老板拒绝撤销交易,称即使作为礼物,他也不会收回那些存货。对此,约翰·帕特森回答说:“我将接受这项业务,并取得巨大的成功。”很少有人忠实地遵守诺言。

19世纪后期,商店经营是一项很困难的生意,因为对于许多雇员来说,开放式的钱箱往往太诱人了。约翰·帕特森的公司叫做国家收银机公司,通过宣传每一笔交易来解决这个问题。一个弹出的标签显示了确切的销售总额并打印记录,这向店主保证他收到了他应该得到的钱。

帕特森是最早培养销售人员的企业家之一。运用角色扮演来实现培训,就比方他可能会扮演一个脾气暴躁争论不休的客户。这与其他技术造就了最早的那些销售要领,到了今天还耳闻能详。到1891年,国家收银机公司已经从一个月销售20台收银机,到每月卖出1000台收银机,并不断改进它们,从手动曲柄型升级到小电动马达型。

随着时间的推移,国家收银机公司业务遍布至银行、会计办公室、售票处和百货公司。

在最近的一篇文章中,一位企业家谈到了“寻找出路”。他谈到了企业家的精神,无论在什么情况下,他都要“让事情发生”,就像国家收银机公司的约翰•帕特森和其他许多人那样。有哪些特征可以用来找到我们的出路吗?

  • 内在的承诺,要追求卓越:优秀的员工永远不会停止探索和学习。

  • 对愿景的承诺:“愿景不受任何先入为主的限制,它激励人们去超越他们自己的恐惧及眼前限定,去达到应该达到的高度。”在上述故事中,约翰·帕特森设定并向前任老板(不许他撤销交易的那位)宣布了他的愿景“我要接手这个生意,并取得巨大成功”。

  • 坚信每个问题都有解决方案:企业家们坚信人类具有超越捍卫现状的能力。成就和自问好比是硬币的两面,不断地自问是成功的关键。

  • 修正和改进: 任何新的发明或者产品上市都会存在周折,而且周折是需要的。当机会出现时,可以利用这些周折收到的反馈信息来修正你的事业和行动。

  • 相信你的直觉: 直觉并不是努力工作和逻辑思维的对立面, 而是通往成功的道路。练好你的基本功,了解你的产品或服务以及它所在的市场,并相信你的直觉。

当销售滚滚而来时,约翰·帕特森的朋友们一定已停止了大笑。起初并不明显,但就像许多其他伟大的商业家一样,约翰·帕特森确实找到了一条路。


Find a Way or Make One

"We will either find a way or we will make one" Hannibal

John Patterson's friends burst into laughter when they heard that their colleague had purchased a local manufacturing company. John Patterson bought a company from James Ritter, a local café owner, who had invented a machine to protect against his bartenders from dipping into the cash. The machine had a bell on it to get attention and a dial that displayed the amount of the sale. A record of the sale was kept by punching a hole into a roll of paper. Five cent sales were punched on one side of the paper and ten cent sales on the other side. Thus by counting up the punches one could total up the days sales. 

Patterson's friends asked why would you purchase a machine for $100 to do the work of a one cent pencil? At that Patterson lost his stomach for the new business and asked the seller if he would let him out the contract for $2000 cash. But the former owner refused to reverse the deal saying he wouldn't take the stock back even as a gift. To that John Patterson replied "I'm going to take this business and make a whopping success of it" 1. Few have kept a promise more faithfully.

Storekeeping was a difficult business in the late 1800's as the open cash drawer was often too tempting for many an employee. John Patterson's company called National Cash Register (NCR) solved the problem by publicizing every sale. A pop up tab announced the exact total of the sale and a printed record assured the store owner he received the money he was supposed to.

Patterson was one of the first entrepreneurs to develop his sales people. Using role playing Patterson would be a cantankerous doubting arguing customer. This along with other techniques helped develop some of the first pre-scripted sales pitches so often heard today. By 1891 NCR had grown from selling twenty registers a month to selling a 1000 registers a month and constantly improving them from hand crank models to registers with small electric motors.

Over time NCR spread into other machinery that is used in our bank machines, accounting offices, ticketing offices and department stores. 

In a recent article an entrepreneur spoke about "Finding a Way" 2. He spoke about the spirit of the entrepreneur to 'make it happen' regardless of the circumstances as John Patterson of NCR and numerous others have done. What are some of these traits and can we use them to find our way?

  • An internal commitment to excel: Top performers never stop searching and learning

  • Commitment to a mission: "Mission is bound by no preconceived limitations. It inspires people to reach for what could be and to rise above their fears and preoccupations with what is".3 In our story above John Patterson set his mission when he announced to the previous owner (who would not let him out of his purchase) that "I'm going to take this business and make a whopping success of it".1

  • A firm belief that there is a solution to every problem: Entrepreneurs act with a confidence that human beings are capable of much more than defending the status quo. Achievement and self-doubt are two sides of the same coin. Over coming self doubt is a key to success.

  • Correction of course: Setbacks are the almost necessary roadblocks presented by any new discovery or product launch. Use them as information to correct course and act decisively when opportunities present themselves. 

  • Trust your Intuition: Intuition is not an adversary to hard work and logical thought but rather an alley to it. Do your homework, know your product or service and the market it will sell into and trust your intuition.

John Patterson's friends must have stopped laughing when the sales started ringing in. It wasn't obvious at first but like so many other great business people John Patterson truly found a way.

1. He Rang the Bell Heard Around the World - Condensed from Financial times Oct 7, 1955

2. Get It Started: Interview with John Osher in Wharton Entrepreneurial Program's Newsletter

3. Peak Performance, Charles Garfield, Avon Books New York 1986


本文转自2005年7月专栏



发表