The E-Myth Revisited: Why Most Small Businesses Don't Work and What to Do About It

by Michael E. Gerber

And as Murray interviews the candidates, he shows them the Sales Operations Manual and Widget Makers’ Strategic Objective, and explains how they were created and why. He tells them the story of Widget Makers, the dream he and Jack conceived, to enable them to make a personal difference in the market in which they have chosen to become leaders. He shows them the Organization Chart, where the position of Salesperson is, to which position it reports, and who in Widget Makers is currently accountable for that position. He talks to them about their Primary Aim to determine who among them has a vision that coincides with Widget Makers’ view of the world. And when he finds the right person, Murray hires him, hands him the Sales Operations Manual, has him memorize the words in it, dress to code, learn the systems, and finally, go to work.