by units. He has successful "_years_," each made up of
about three hundred successful working days. He plans in _campaigns_; so
he is not inclined to over-celebrate the winning of a battle.

[Sidenote: Make Each Goal a New Starting Point]

Samuel McRoberts, vice-president of the great National City Bank of New
York, started working for Armour & Company at a small salary in the
early nineties. He was a young man who was always _healthily ambitious
to keep moving ahead_. He "ate up" the minor work assigned to him, and
celebrated the completion of each task by asking at once, "What next?"

In a few years he had risen by successive promotions to the position of
treasurer of Armour & Company. But that wasn't a _goal_ to McRoberts. It
seemed to him only a _good starting point_ to bigger successes in the
financial world. He became a director of several banks, an officer in
important railroad and other corporations. _He continually enlarged his
service value_ until he was called to New York's greatest bank, and took
his place among the masters of American finance.

He did not loll back in his chair then and start taking it easy. _He
packed more and more accomplishments into every day._ When the war
began, he went to Washington to take executive charge of the job of
procuring ordnance for the fighters. He held a post analogous to that of
Lloyd-George when he was Minister of Munitions for Great Britain.
McRoberts made good as a brigadier general, and after the war resumed
his success in business. Whatever he did, wherever he worked, Samuel
McRoberts _smiled welcomes to more opportunities for service, and
reached out his ready hands to grasp them_.

[Sidenote: Celebrate by Tackling the Job Ahead]

_That is the way to celebrate--by tackling the job ahead. There is no
end to the selling process. One sale should lead directly to another_.
The good salesman celebrates only the opportunity to get the next order
in prospect. He may chuckle to himself over the sale just closed, but he
does his rejoicing on his way to a new selling chance.

[Sidenote: Dynamic Confidence Static Complacency]

You haven't "arrived" yet. You are just well started. _Keep moving, and
you will never "see your finish."_ Your successes thus far should have
developed a considerable degree of _self-confidence._ Be careful not to
let that _dynamic_ quality change into the _static_ element of
_self-complacency._ Never be satisfied with what you have done. _Alwa