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210 1 THRYP'~AR OF TEgTINO The word "test"' or "testing*' has been, heard, many timesin the last few days -- mostly in regard to a device for "powerizing"'our con- sumer work. This final message from our Presi- dent will give the word'a far more personal meaning -- in the sense!of making 1950 a year of testing for each of us. Yr. 0. Parker YoOomas. When I was talking yesterday to the whole sales force, I said that we are going to have the finest sales force in theicountry. I want to assure you that that was not said in a burst of oratory. I'meant exactly what I said. For three years since the war we have been rebuilding our force. It has been something like a bedridden patient relearning tolwalk. Our period of learning is now over and this is the year when realism comes into play. This is the year when we apply the motto which haaga in Mr. 7iyon's office -"There are a hundred', reasons for failure but not a single eaouse". This year we are all going to be judged by only one standard - results. You aree the management of the sal!es,foroe. Upon eaohl'of you lies the responsibility of producing results in, your particular assign- ment. You, even more than those who work under you, must use all your resources, all your imagination, all of'your abilities this year. Every one of you has areawto cover that must be handled by more than one man. This is wb,y there is aniorgani-

210 2 zation of'which you are in charge. It is your organization that is covering ~9our territory. Your results will be just as good as your orrranization. If it has defects you had better cure them, because you cannot spread yourself thin enough to do the job alone. I charge you to look at your organization,. Have you the right people for the job? Doithey kn~ow their job and the work plan? Are they properly and thoroughly trained? Be oare- ful how you answer those questions, be sure you are honest with yourself. When you have made your study, plan what you, are go- ing to do to correct what you don't like. If necessary, go to, your superior for help. That applies all the way from division manager to Vice President in Charge of Sales. I have urged you to be realistio. Ftealism means realism, and is not synonymous with harshness. When you are realistic you consider the g!ood points as!well as the bad'. If a man obviously does not belong,in your organization, you should, of course, let him go. But you have many, many morewho have great possibilities. I have not gotten, around'the country as much as I had hoped this year. During, the visits I' have been able to make I have been distressed when I saw very promising young,men who were improperly trained or who had mannerisms,d'etracting fromitheir woxk, which-could easily have been corrected by an observant and sympathetic superior. If'we are to have an outstanding, saSes force,, we must uild it. We

210 3 ( must train and develop men. We don't do it by snapping a bull whip at their heels. We 2W do it by careful training,and help. Another thing that distresses me is to find men who don't fully understand what they are doing and why they are do- ing it. Everyone does a better and more enthusiastio job if really.known what it is all about. This will be a year of test,, a test to see how great. a sales force we can build. It will be a year of'hard work, but also of'wonderful fun, for there is no greater satisfaction than helping men to help themselves. It is a year of test and' also a year which will bring, results. Nolmatter how optimistic we may be, I am firmly convinced we will be amazed at our ac- tual performanoe. There is only one thing we need to do - let each of us do his full part in building America's finest sales force. The results then will speak for themselves.