Here’ s some advice that I received  many years ago.   It helped me out, but things do  change over time.   Perhaps, it’s best  not to believe everything you read.

I began my white collar career as a sales and service rep calling on automobile dealers.  I was only with the company for a few months when one of the senior executives decided to spend a week traveling  the territory with me.  My boss had fits about the whole thing, issuing me daily warnings.    “ I don’t give a shit what he asks, just do it, don’t fuck this up.    Comforting words of encouragement.

On the appointed day I was at the airport two hours before the big shot’s plane arrived.  I staked out a good spot and hoped to hell I‘d be able to recognize him without having  to parade around holding a name sign.   I needn’t have worried.   He was the perfect caricature of an old school car company boss.   Ex football player ,big, loud, with a cigar, heedless of the No Smoking signs,  wearing  a suit that cost more than my first two cars, combined.   I almost snapped to attention when he rolled into arrivals.

His first words to me were “It’s been a shit day.  I need a double scotch, a steak, and a good massage.”  Let’s start with the scotch and  work out the rest later.

Our daily meal allowance was $26.00 and I suppose I went a little pale.   He was a quick study  though and said, “Don’t worry kid, we’re going to have a great week and that candyass boss of yours won’t  say didley squat about your expenses.”

He was right.  It was  great week.  We were headed back to the Motel after our fourth day  of dealer visits  when he said “ Do you want to become a manger?”

I thought, Wow this is it, my big chance!  and replied “ Yes  that’s my long term goal” .   I started talking about working my way up, gaining experience ,etc.

He cut me off with a dismissive wave and said. “ Never mind all that BS, If you listen to me, I  can help you make it happen .”

Man, a direct line to God.   I was going to be the next Karate Kid, learning at the hand of a master.   “ “Thanks, Wow I really appreciate this ,  Yeah, Of Course, Whatever you say, I’ll do it.”

As I turned into the parking area he said  “ OK let’s get started, back this thing up to your room and open the trunk”

I shut her down, popped the lid, and we walked back to take a look.  Like most road warriors my car was my office.  The trunk was packed with files to cover every contingency.   Some of them had been handed down for generations.    Everything neat and organized.  I was proud of it until he looked at me and said.  “ First thing,  You don’t need any of this. Trunks are for beer coolers and golf clubs”

“What?”   You don’t understand, that’s important information.”

“Really?  Let me guess.  It’s mostly history, right?  Records the last guy gave you in case you have to prove a point or verify something .”

“That’s Right.”

“And you’re the only person in the world with the information?”

“Well sometimes.  There’s usually other people who have copies  but  it just takes too long.   I can find t the answers quicker this way.”

“Look sonny, you’re not paid to be a file clerk.   Besides, you can drag this around forever and it still won’t help when the shit hits the fan.   You need a reputation not a library “

“You want me to get rid of it?”

“Every last scrap.   Second thing.    Did you ever see a senior manager, a real boss walk into a room holding a thick binder?   No?   How about taking notes?  Writing down the details?  They’ll do maybe one or two lines.  Tops”      You want to be the boss, start acting like one.    From now on  the only things you take to a meeting  are your ass, your eyes, and your ears.   You look them in the eye, you listen to what they have to say and as much as possible you keep your mouth shut.”

“What about my ass? “

“That’s the most important part.  Before you go in, you sit on it until you understand what you need to do and once you’re in there  you don’t move it until you get what you came for.     Don’t ever make a sales call or go to a meeting without a clear picture of what you want to achieve.   If you get called to a meeting, go and listen…..and always, always get something in return.   Remember, you’re there to solve their problem and for that you deserve to get something back.   It doesn’t matter who they are, or what they want.  Never leave empty handed.   They want an answer tomorrow, tell them next week.   They want an order rushed, you need a couple of more pieces ordered.  Negotiate!  Don’t give  it away for free.   Don’t take notes.  Shake on it.  Let them know your word is good.  You want a reminder, write it up later or bring somebody to do it for you.

“Now hurry up and get rid of this crap.  We’ll  do your briefcase after dinner.  I’m feeling like lobster and potato salad  tonight “

I tried my best, but it was more difficult than I imagined.   I cleaned out the car  but continued to archive my  emails by sender and subject.  My manager hated the fact that I didn’t take notes during meetings so I went back to using one of those black hard covered  diaries.  Dutifully writing down his instructions.  I listened too little, talked too much and agreed with everything.    My career went nowhere.

Then one day the hard drive in my laptop died.  I had no backup.  No files, no Outlook Folders.  Nothing.     I was left with mostly unreadable scribbles  in my note book.    I sat there sweating and worrying before finally deciding that I might as well go for it.   I dropped  the near useless book into the shredder bin and waited, and waited,  for days ….and nothing happened.   Oh I missed the odd meeting and a few deadlines but I remembered all the important stuff.   I stopped writing at meetings and tried to keep my mouth under control.   I always asked for something  when I did speak.   My manager eventually started talking instead of dictating.

For the remainder of my time calling on dealers I carried a briefcase empty except for two things, pictures of my family and a blank order pad.   I did deals for thousands of cars on a handshake.  I was the number one salesperson  in my region and consistently one of  the top 5 in Canada.   In less than  3 years I was a manager.