| Xerox Corporation is one of the most widely | | | | one's comfort zone if an employee intended upon |
| recognized brands in the world. Most of us tend | | | | remaining a Xerox employee. |
| to use the generic term "xerox" both as a noun | | | | You will notice that Mr. Wilson carefully chose |
| and a verb when speaking of the copy or | | | | words and phrases such as imagination, creativity, |
| duplicating process. We say "please xerox that | | | | new ideas and change is a way of life. He advised |
| and send it to me." The generic use of their name | | | | against "same old way" thinking. These are words |
| is as prolific as Kleenex and Band-Aids. | | | | and principles that we can still learn from. Their |
| Xerox as a company grew at an extraordinary | | | | original and intended meanings remain to this day. |
| pace in the 60's and 70's. They devised and | | | | His ideas were ahead of his time and quite |
| deployed a remarkable sales training school that | | | | "sticky" to say the least. He obviously was on to |
| would later as the model for every professional | | | | something big. |
| sales training program that would follow. It was | | | | If we are to achieve different and enhanced |
| state of the art. I actually participated in a | | | | results from our current sales efforts, we cannot |
| derivative of this infamous program in the early | | | | be doing the same old activities that did not work |
| 80's. It was quite comprehensive and challenging. | | | | for us last year. They will not work for us this |
| Their model was based upon their sales | | | | year either. Doing the same old things in the same |
| successes and expectations from their productive | | | | old way yet expecting different results has been |
| sales force. | | | | described as insanity! How many of us get stuck |
| Joe Wilson, the CEO of Xerox in 1960, starred in | | | | in the rut of activity, thinking very little of |
| an early company video that was shown to all | | | | methods to actually advance? Perhaps a review |
| new employees as part of their orientation | | | | of our goals and a revised strategy are in order. |
| program. His message conveys truths that | | | | Embrace change. Learn new skills. Get |
| transcend time and speak to us today as well. He | | | | uncomfortable. What will you do differently this |
| was a cheerleader for embracing change and | | | | year to get the results you desire? What is |
| fostering personal growth. To paraphrase, he | | | | holding you back? Have you begun yet ? |
| demanded consistent outward development of | | | | |