Fujiko Suda: Worklife

Ray Kroc, Howard Schultz, Joe Girard

Sep 06, 2005 22:38 pm / 1 comment

Read­ing Ray Kroc’s Grind­ing It Out, I was amazed at the remark­able sim­i­lar­ity between the story of this book and Howard Schultz’s Pour Your Heart Into It. The sto­ries are sim­i­lar on the val­ues and virtues of these men and process of growth of the com­pa­nies these men built. It’s about hon­esty, integrity, courage to do what one believes in, courage to admit the lim­i­ta­tion of one’s own abil­ity and bring­ing into the team some­one who is top class with spe­cial­ized field abil­ity. It’s about loy­alty to peo­ple who are loyal to them. It’s about tak­ing the right chances and com­pet­i­tive­ness. I also saw lots of sim­i­lar lines that appeared in Ray Kroc’s book when he talks about his sales­man days at a paper cup com­pany and Joe Girard’s book, How To Sell Any­thing To Any­body. Lov­ing the prod­uct one is sell­ing, appre­ci­at­ing and car­ing about cus­tomers and every­one who is involved in the sales and ser­vice process, and sell­ing to cus­tomers the best pos­si­ble value for him seem to be the com­mon traits among truly excel­lent sales reps.

I can say this from years and years of my own expe­ri­ence. I have seen so many exec­u­tives who could not achieve great­ness, because they failed to treat peo­ple with respect, because they sim­ply would not hire any­one who was smarter than they in any field. When I was in sales, I did well, and on my yearly per­for­mance review by peers, I was always amused to find col­leagues com­plained because I was always putting customer’s needs first, like Kroc and Girardi did.

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