Sales expert Tom Black emphasized the importance of developing a personal definition of success in a recent presentation at Indiana State University.

Author of The Boxcar Millionaire, Black grew up impoverished and credits goal setting and hard work as reasons for his success in sales and business. He presented Achieving Sales Success Ethically, during which he explained his definition of success with the captivated audience as the progressive realization of a worthwhile goal or dream.

Organized by the Sales and Negotiations Center, his presentation served as the first event of the State Farm Circle of Influence speaker series and was in accordance with Ethics Week at ISU. Additional programming throughout the week included the annual ethics conference, coordinated by students in the Networks Professional Development Program.

In a presentation filled with anecdotes, quotes and analogies, Black shared what he believes to be the common denominator of success.

Black also clued students in on five values that he looks for in employees, including keeping a positive outlook about change.

He also referenced honesty to self, customers and co-workers as the simplest definition of ethics in business. Black used the analogy of business as a boat to illustrate cooperation and honesty among employees, specifically.

Another value described in Blacks presentation was the ability to dream big, regardless of circumstances and what others think. When asked what the biggest mistake was that he had made in his career, Blacks response was simple.

Jon Hawes, director of the Sales and Negotiations Center, thinks this message was an important one to bring to ISU students.

Hawes recognizes the value in bringing well-known field experts to campus with the goals of connecting with and providing outstanding role models for students.

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‘Boxcar Millionaire’ encourages students to define success, maintain honesty