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Raising Sales


                                    December 2, 2006

If one wants to raise the sales of the company four to six times in a couple of years, the simple answer is to raise the Rate of inner functioning four to six times. It may not communicate itself readily. When you propose the right measures, you will see it gets somehow communicated. Once that response is there, you can show him that each time the market responded, the in-company functionings were brisk. People reverse the cause and effect, but when you list out the inner activities, the energy in the argument will evoke the right response. There is nothing wrong in raising the Rate of inner functioning even otherwise. If it evokes a response from the market - it certainly will - it is all right and otherwise, it does not harm us.

What is it to raise the Rate of functioning?

  • The rate of messages moving can admit a faster speed. No company can say it cannot be bettered.
  • The rate of decisions moving down and moving across can be speeded up.
  • Between several systems of the company there will be a clash. A higher system can remove them.
  • Take a list of inevitable delays. An analysis will show they are thought to be inevitable, but are not really. All can be removed.
  • Values are powerful toolsValues in the lower employees are more powerful than in the Executive. Values of work are more powerful. Values in using Energy, materials are powerful. ‘Market responds to what you are' is an idea with which the market will be powerfully attracted.
  • Crash programmes: Values of crash programmes can crush. The essence in the values when integrated with the system, no damage will be done. Values are communicated through orders and training. The essence is communicated by the attitude.
  • The very fact of accepting the challenge of four to six times expansion and all that implies in the company will be energising. If the whole is transformed into all the attitudes necessary and spoken out as orders and given out as training, the market will move towards the company. The central question is "Are you willing to accept the challenge?" and "Are you willing to map it out in your mind?" If accepted, it will work.

To raise the performance six times, the energies must be raised six times. Now energies are tied up in the ways of our functioning. When piece rate was introduced, all the dissipated energies in indiscipline were channelled into production. The assertive proud salesman of forties enjoys an enormous energy. To cultivate the customer his energies change direction by a change of attitude and go to cultivate the customer, to please him. The cramped energy of the salesman goes to create a wider market and attracts it. No company can say its instructions are implemented 100%. At best it will be 70%, and at the lowest it will be 30%. At times of crisis, one can see the company straining every nerve to have them fully adhered to. Imagine what amount of energies will be released if systems are devised to execute the instructions fully. If the company cannot survive unless it expands, it means the market and society will have expanded six times. If someone takes over, it means that company has the expertise. There must be ten or twenty levels of functioning and at each level ten or twenty different functions. At those 100 or 400 points the company needs to change, create greater energy, devise higher attitudes, install better organisations and produce higher results. Of course, it can be shown in action more easily than explained. But even the explanation may energise him enough to respond.

  • The central key as I said lies in the joy of adventure with which this challenge is accepted.
  • Joy is higher energy.
  • Joy gives confidence and exudes it.
  • Joy of adventure challenges the market.
  • It is strength in us.
  • Market will respect that strength and enjoy submitting itself to it.
  • Releasing the energy will appear to be easier than putting in the SYSTEMS in the right spirit of harmony between people, work, systems and market and society.

A company has the human, work, service, technology, etc. dimensions. A company being a miniature of the society, we find all the aspects of that society there. A consultant can KNOW all these twenty dimensions and their expression in twenty ways.  E.g. Time relates to work, money, men, systems, etc. Every dimension or aspect of the society has a particular relation with everything of these 400 or more aspects. When the consultant knows all of this, his address to the CEO will be unconsciously directed to the corresponding experiences in the CEO. He will become live, interested, electrified, and expansive. One of these things observed, organised into a tool and used as a TOOL to improve the company is what the most successful CEOs do now. Of course, the company is organised in its base according to the industrial culture of the nation which has all the traits of successful functioning well organised. Once the CEO is approached this way, he knows the value of it. His Executives being addressed in this way, especially after a one month's work there for us, it will be impossible for the company NOT to see the value of this approach. This approach begins as observation which is organised into an endowment and fashioned as an organisational tool with an individual. That personal tool becomes an impersonal weapon in the hands of the consultant. Consultancy is education in performance. Education is entertainment in the way of living. It becomes more effective when you are not consciously trying to entertain. What entertains is the expansive energy of living WORK as a medium of psychological growth unobserved. Spiritual Joy is that which exists by itself. It gains in intensity when it plays against the similar self-existent Joy in the object with which you relate. As you have so many versions of Joy inside, his own joy has several versions with respect to people, Time, work, rule, etc. General Joy is unseen and unknown. Specific Joy has the capacity to open into the infinite. The greatest known Joy is there in opening. The finite opens into work, skill, accomplishment, energy, etc. But when it opens into the infinite it is capable of ecstasy. In a company which understands us, we can strike roots and make advances to people, work, etc. and allow such openings to be touched. No one will miss the effect for ONE second. Will you rise to the occasion? If you want this adventure, half a dozen companies will come at once.

Resourcefulness - Individual - Corporate - social - market.

In the chapter on The Ideal Laws of Social Development in The Human Cycle, HE says that Man fulfils himself in humanity overcoming the family, community and nation. We know Man is the finite which includes the infinite. His above explanation which He fully expands in the book says each man is fulfilled when he is aware of what every other man has. Thus each man's resourcefulness includes the entire resourcefulness of mankind. One goes to a hotel in Bangalore after eight years and the waiter recognises you. In a petty shop around the corner the owner is so resourceful as to know on what day which lady will come for what product. He sends it to her before she visits the shop to please her. When man works for himself his own resourcefulness rises. In truth, he exhibits a total resourcefulness his work requires which incidentally includes the needs of all those related to him. Such an interest is not evinced when one is working under orders. This is a truism in all major companies. We use so many strategies. It is true each strategy is beneficial. Do we see the strategy of making the executive or employee feel he is an entrepreneur in his work is all-inclusive? The shift of interest, the release of energy, the eagerness to organise the energy, the readiness to harness that power, the alertness to make the maximum out of every minute and every drop of energy cannot be greater in any other attitude. For him to take that attitude, the company should look at the work from his point of view which becomes their own BEST point of view. Don't we see that the airline which goes out of the way to please the customer serves itself best? To persuade a management to take this attitude comprehensively - towards the worker, the customer, shareholders, etc. - is a task. That company will be bursting with energy and produce great results but in the next phase sag. To institutionalise this attitude through an organisation will make this surge in activities permanent. The extreme resourcefulness of the petty shopkeeper, the barber who remembers your last visit does not merely show one dimension of resourcefulness. It shows in his own existence and functioning he has exhausted his resourcefulness which includes comprehensively the needs of all his customers. The employee who sees his work as an expression of his personality exhausts his thoughtfulness, resourcefulness, his capacity to exert. One cannot better that record.

A French company launched on higher efficiency. In its sales section, there was an officer to handle the French customers, another for English customers, another for Americans and one for Asian customers. Their goal can be met only if all these four departments are manned by one. When invited to take up this new onerous job, three defected, but one person who was an Indian presiding over the French portion offered. He was sent to England to learn commercial English and Dubai to learn Urdu. He works for 18 hours, commissioned the computer to his rescue. This is the efficiency of selfish aggrandisement. To his higher ambition, a computer subserves. His goal is achieved. Now we hear of extraordinary CEOs performing wonders or a Carnegie rising as a star. They all have started at the bottom, readily accepted the challenges of change. Along with that arrives the changed attitudes of the time, the improved technology. In accepting the higher technology, in availing of the benefit of the changed attitudes, the individual is well on the path of exhausting the possibilities around. At the same time his own attitude undergoes a dozen changes from the bottom selfishness to the top selflessness towards the market, travelling through the selflessness of each level, raising himself to be in tune with the organisation, the work, the values, the outer environment of the customer, market and society. As he expands, so do the circumstances. Saturating his efforts at each level, he rises never to stop till he reaches the summit. The grades he passes through are inward looking selfishness and outgoing selflessness at each stage. The stages are his division, his expertise, his department, the managerial capacity needed for that level, the work, the value, the outer environment of product, customer, market and society. The levels are innumerable. The rule is as he accepts, so they yield. It can be demonstrated in one small area. It can be practised in the whole company. The time needed is not determined by the number of stages or the wide coverage of a sprawling company. The TIME needed is determined by the extent of OUR OWN GRASP of the process. It can be done in some weeks. It depends upon the client and depends upon us and the relationship we strike up. Man is SO resourceful as to grasp the whole thing in a trice if we have the language suited to him and suited to the occasion. It is an adventure in accomplishment that challenges.

story | by Dr. Radut