Calling a sales meeting, he urged his people to tell him exactly what they expected from him. As they talked, he wrote their ideas on the blackboard. He then said: ‘I’ll give you all these qualities you expect from me. Now I want you to tell me what I have a right to expect from you.’ The replies came quick and fast: loyalty, honesty, initiative, optimism, teamwork, eight hours a day of enthusiastic work. The meeting ended with a new courage, a new inspiration—one salesperson volunteered to work fourteen hours a day—and Mr. Seltz reported to me that the increase of sales was phenomenal.
