The Great One & The Lucky One (page 5)
Simply stated, Richard Erickson is a humble man who commands a presence that makes people want to stand in line to shake his hand. When he spoke in the general session of national sales meetings, people have commented that they felt like he was talking just to them. They were nodding about what he wanted them to do next and they couldn’t wait to get started. No one wanted to let him down.
Favorite Quotes From The Great One:
I was a new territory manager in 1974, trying to build a school picture business out of my garage. I had never managed anything and wasn’t sure I could rise to the opportunity he had presented. I said to him, “I’m not sure I know how to be a territory manager. I’m doing the best I can, but it seems to be getting the best of me.” He replied, . . .
“It’s really not that complicated. You keep the customers you have, and you go out and get more. Every day. In that order.”
This later became sort of a company mantra, and it is a perfect example of how he was able to simplify complex problems into something you could get your arms around. He somehow turned fear into confidence with a word or two. From that moment forward, our goals in the territory were focused on business retention and sales growth. If it didn’t impact one of those two things, we didn’t need to do it.
Another favorite was how he used to thank us in advance for what we were about to do:
“We just keep growing and growing. It’s amazing! I keep looking at the sales growth and I can’t thank you enough. At this rate we will be the world’s leading company in no time.”
He didn’t try to control or eliminate difficult or challenging people. He looked for the opportunity in them. That’s why he embraced some of the unconventional behavior in his field organization. As long as it was done with integrity, and in the spirit of winning, he respected innovation, even if it was unsolicited. And most often it was unsolicited!
“I usually found that the people who were my biggest headaches were my best teachers.”
When the internal sales growth engine was beginning to lose steam:
“Momentum is a wonderful thing when you’re on the way up. Not so much on the way down. Companies that do not grow eventually die. I see us being strong for generations to come.”
His humility remains one of his greatest qualities.
More . . . See The Anatomy of a Leader
This information is the property of Magis – The Achievement Company, and may not be copied or reproduced without specific written permission.