When a man is concentrating his mental powers upon a problem, be is absolutely unconscious of the lapse of time. The dinner hour goes by unnoticed; strange noises do not attract his attention, he knows not whether he is too cold or too w-arm—his mind attends to only one thing. Usually, however, long periods of absolute concentration are unnecessary. Since the mind is lightning-like in its activity, a good business man is able in a fcw moments of feal con centration to solve almost any problem that arises, but he must concentrate.
8. E never knew a very successful business man who did not love his business next to his wife and children. Enthusiastic joy and pride in one's business seem to be essential to success. En thusiasm means gladly, unrestrainedly, naturally put ting your whole self into the performance of any act. There can be nothing artificial about enthusiasm. A man who is enthusiastic about his business loves it and can hardly be dragged away from it. When he makes a successful stroke Ile is as happy as a king, and as proud as an author over his first book.
The business man full of enthusiasm does not like to be separated long from his business. He likes week-ends rather than long vacations, and when be goes away for rest Ile takes his business with him, un less he is a devotee of golf or is greatly interested in some avocation like gardening, stock-raising or horse breeding.
A man who is in business just to make a living or to make money, and not because he loves it, cannot be a great business man.
9. Imagination.—In a separate chapter we have al ready discussed the important part which imagination plays in business. It deserves a word in this chapter, not only because it is essential to business success, but because it can be used safely only in connection with the other qualities which we have discussed. A busi ness man is constantly planning campaigns; he devises methods to increase his sales; be seeks to create new things that people will want ; he looks for possibilities that can be made realities. Imagination is the faculty
which helps him discover the sources of hidden poten tial profit. The man whose vision does not take him into the future and show him the structure of which he is now laying the foundation must be content with small affairs.
10. Executive ability.—In tbe chapter on "The Executive" I discuss in detail the nature of this work and the qualities he should possess. In this chapter I will merely explain what is meant by "executive abil ity" and why it is an essential part of a good business man's equipment.
The executive is one who plans and controls the work of others, taking upon his own shoulders all the responsibility for the successful outcome of their ef fort. The executive thinks, those under him work; the executive issues orders, those under him obey; the executive is responsible for the profit and loss state ment, for the success or failure of the business, those under him are responsible only for the performance of their particular tasks.
A man who possesses executive ability is able to plan wiseI3,- and make others understand his plans. He will have confidence in the wisdom of his plans, and his manner will instill the same confidence into his subordinates. He will be a good judge of men and will surround himself with helpers who can be of most use to him. He will have the faculty of getting the best service out of every man in his employ, sometimes by relying on his tact, sometimes on firmness, some times by a subtle appeal to a man's pride, sometimes by using praise, and sometimes by harsh words of blame. In executive ability we have summed up all the qualities essential to success in business. The ex ecutive is the general of the army; he must have in him all the qualities of a good soldier.