135. Reached the Target, But...

As the Sales Manager, I was interested in the performance and career growth of all the sales executives working under me.

Of the 15 sales executives in my team, I was worried about two men. Both had good skills. My concern was that they had not been using their skills effectively.

Of the two, I was well aware of the problem Naresh had. Well, every one in our team knew about it - except, of course, Naren himself. He had the habit of constantly watching what other sales executives were doing. If someone performed better than him during a particular month, he would make some frivolous allegation about that person. 

I had advised him many times, saying, "Why do you keep watching what others are doing? Focus on achieving your target."

But, Naresh had not changed his ways.

Because of this attitude, Naresh had been unable to perform well. His relationship with other executives had also become strained.

I resigned myself to the prospect that unless Naresh realized his problem and chose to change his ways, his performance would remain poor and his career growth stunted.

The other person who had a problem was Prasad. I couldn't understand what his problem was.

Every sales executive had a monthly target for sales. If someone exceeded his target, he would get an incentive.

Most of the sales executives struggled to achieve their targets. They worked hard to reach the targets before the end of the month.

In contrast, Prasad often reached his target within the first ten or fifteen days of the month. But, after reaching the target, there would not be any further sales. If I asked him about it, he would say, 'I am trying.' But I knew that he was not.

During some other months, he won't get any sales till the 20th of the month. But he would get orders after the 20th and reach the target before the end of the month.

It was very clear to me that Prasad was working only for ten or fifteen days in a month and that he was not making any effort during the remaining days. If he worked hard during the remaining days also, he would be able to earn a substantial sum as incentive. I couldn't understand why he was not doing so.

It appeared to me that Prasad had some problem at home. That could be the reason for his working hard for a few days and after achieving the target, shifting his attention to the family problem on the remaining days. 

I decided to visit his house and find out what the problem was. I went to his house during a time when he was not home.

Prasad's father was at his house, at the time of my visit.

When I introduced myself, Prasad's father became perturbed.

"Any problem, sir?" he asked me, with anxiety.

"No such thing. I have come here, hoping to help Prasad. I want to learn a few things about him."

"Sir! Prasad is a good boy. He won't commit any wrong. Addiction to drinking is the thing that has been pulling him down."

"What do you mean, sir?" I asked, in shocked disbelief.

"Yes, sir. He spends a major part of his salary on drinking. Since I have been getting a pension, we are able to run our family. Prasad has been telling me that he is good at his work and that there is no problem at the office. If he has committed any mistake, please don't sack him, sir. If you do so, our family won't be able to survive" he pleaded, still feeling perturbed and tense.

I understood Prasad's problem. 

He worked hard for a few days in a month and achieved his sales target. After that, he stopped focusing on sales, kept drinking and whiled away his time!

I regretted feeling how addiction to a bad habit stunted the performance of a person.

Thirukkural

Section 1
The Path of Virtue

Chapter 14
Possession of Propriety 

Verse 135 (In Tamil)

azhukkARu udaiyAn kaN Akkam pOnRu illai
ozhukkam ilAn kaN uyarvu.

Meaning:

A person who has envy has no wealth. A person who has no propriety has no growth.    

(This is the English version of the Tamil story 'ilakkai ettinAlum' by the same author)

Verse 136 (Soon)
Verse 134

592. After the fall

At the time Mala got married to Damodaran, he was working as a Sales Executive in a small firm.

After a few years, Damodaran quit his job and started a small business of selling goods on commission basis. 

After tasting some success in his business, Damodaran invested a small sum of money as capital and expanded his business by buying goods from wholesalers and selling them to small shops.

Damodaran's graded approach helped him make good progress in his business over a period. 

After a few years, he ventured into manufacturing activity in the name 'Damodaran Industries.' This activity brought him more profits and made him prosper even more, at a faster phase.

Mala's father was elated by his son-in-law's growth. He told Mala, "When we got you married to Damodaran, he was holding a mediocre job in a small firm, with a modest salary and riding a career with lacklustre prospects. But today, he has become an industrialist. You are a lucky girl."

"It is Mala's luck that has catapulted her husband to a high position" said Mala's mother. 

"You attribute my husband's success to his luck. You won't give credit to his dedication and zeal which have been driving him!" said Mala, disapproving of her parents' comments.

"Look at the way our daughter stands up for her husband. Have you ever spoken in support of me?" Mala's father teased his wife, in a lighter vein.

"What a great misfortune has befallen me!" lamented Damodaran.

"What has happened to make you feel so depressed?" asked Mala.

"What more should happen? I started from scratch, worked hard and came up gradually. I suffered a huge loss in one deal and this loss impacted my business in a big way. I won't be able to continue my business. I will have to wind it up soon. And, we have to sell all our assets to meet my liabilities. We have lost everything."

"What if we lose everything? Two things I found in you when we got married still remain with you" said Mala.

"What are the two things you talk about?" asked Damodaran, feeling irritated, even while he was curious to know what his wife was referring to.

"Zeal and persistence. Over the years, you achieved many things, only by using these two attributes of yours. Since you are still in possession of these attributes, you can achieve many more things again" said Mala. 

"I am beginning to get the confidence that as long as you are here, reminding me of the two attributes I have, I will be able to achieve success and regain the wealth I have lost" said Damodaran, his enthusiasm stimulated by his wife's words. 

Thirukkural
Section 2

Materialism

Chapter 61

Possessing Zeal

Verse 592 (in Tamil):

uLLam udaimai udaimai poruL udaimai
nillAdhu nIngi vidum.

Meaning:

Possessing passion is the true possession; all other wealth

is transient and will vanish.

(This is the English version of the Tamil story 'eppadi irundha nAn' by the same author.) 

Verse 593 (soon)
Verse 591

591. The Dividend Cheque

After interviewing prospective candidates for venture capital funding, the Selection Committee of the Venture Capital firm met to select people from among the candidates interviewed, for extending the finance. 

The firm had a plan to finance five entrepreneurs that year.

After discussing for about an hour, four applicants were selected.

"There are three candidates remaining among the applicants shortlisted by us. We need to select one out of the three" said Karthikeyan, the Chairman of the Selection Committee.

After a short discussion, one person among the three was eliminated. 

"There are two promising candidates. Which one are we going to select?" asked Karthikeyan.

"My choice is Murthy. His academic background is impressive. His financial position is also sound. His family background suggests that he has good contacts. Considering all these, I feel that the chances of his succeeding in his venture are very bright" said Shanmugam, one of the members of the committee. 

Some other members endorsed his view.

Ramani was silent.

"What Mr. Ramani? What is your view?" the Chairman asked Ramani.

"If we can select two people, I will support selecting Murthy. But, if we have to choose just one person, then my choice is Senthil" said Ramani.

"I am surprised by your choice, Mr. Ramani. In fact, I wonder how Senthil was shortlisted in the first place. I think we shortlisted him because the product he intends to manufacture was appealing to all of us. I had some reservations about him, even at the time of shortlisting him. But I thought I could express my view at the time of final selection and refrained from objecting to his getting shortlisted. He is a first generation graduate. His communication skills are poor. During the interview, he struggled to reply cogently to the questions posed by us. Neither his economic background nor his social background is impressive. Don't you think that for a person to succeed in business, it is important that the he has a good economic and social background?" said Shanmugam, in an emphatic tone.

"Yes, they are important. But what are even more important are enthusiasm and perseverance. Given the weaknesses of Senthil as outlined by you, it would have been an easier and more convenient option for Senthil to focus on his studies, score well in the examinations and aim to get a good job. But, driven by a missionary zeal, he focused his efforts on developing an innovative product and succeeded in his mission, undergoing a lot of struggles in the process. In spite of facing many hurdles and failures, Senthil succeeded in his efforts, by keeping his enthusiasm alive. Did we not hear him narrate the struggles undergone by him, during the interview? Did you notice how excited he was while talking about his efforts? It is my strong opinion that his zeal and perseverance will help him succeed in his venture" said Ramani.

"I think that if we decide to finance his venture, we will be taking a huge risk" said Shanmugam.

"The very objective of venture capital is to fund ventures involving risk" quipped Ramani, smiling.

When the Chairman put the matter to vote, the majority of the members voted in favour of selecting Murthy.

"See this!" Ramani showed a cheque to Shanmugam.

"This is a cheque issued by someone in your favour. Why are you showing it to me?" asked Shanmugam.

"This is a dividend cheque. This has been issued by Senthil's company!"

"Senthil...Who?...Oh, the person who had applied to us two years back for venture capital funding! But, we didn't finance him. How did you get a dividend cheque from his company? That means..." 

"Yes. Your guess is right. After our company rejected Senthil's application, I financed him in my personal capacity. His energy, enthusiasm and perseverance made me feel confident about the success of his venture. So, I took the risk and invested my own money. In two years, his company has become profitable and paid dividend to the shareholders!" said Ramani, with a felling of pride and elation.

'But, Murthy's company is yet to take off!' thought Shanmugam.

Thirukkural
Section 2

Materialism

Chapter 61

Possessing Zeal

Verse 591 (in Tamil):

udaiyar enappaduvadhu Ukkam ahdhillAr
udaiyadhu udaiyarO maRRu.

Meaning:

If a person has zeal, he possesses everything. If he doesn't have zeal, he possesses nothing, notwithstanding what else he has in his possession.

(This is the English version of the Tamil story 'mudhal udhavi' by the same author.) 

Verse 592
Verse 590

590. A Job After Retirement

"Two months have passed since you retired. You were in a good position as the Purchase Manager of a company. Your earnings were good. You have done everything you should have, for the welfare of our family. Why are you so dull, after your retirement?" Vasanthi asked her husband Sivakumar.

"Sometimes, I feel frustrated thinking that I got only this much for serving my company so long" said Sivakumar.

"You got your retirement benefits like the provident fund and gratuity! What more can you expect? " said Vasanthi, surprised. 

"Perhaps, my frustration stems from my being idle, after having been active for many years."

 

Sivakumar said this by way of explaining his feeling of frustration to his wife. He couldn't share with her the concern he had been feeling deep inside his mind.

"Vasanthi! I have got a job!" said Sivakumar, with excitement.

"You are going for a job again! What kind of a job? What is the salary?" asked Vasanthi, surprised by the news,

"I have got the job as a consultant in a firm. You will be astonished to know what my salary is. It is twice the sum I was getting in my last job. I don't have to commute to the office. I can work from home using a laptop. The firm is also providing me spacious accommodation and a chauffeur driven car."

"It is really astonishing. You are getting such a good salary and perks like house and car in a post-retirement job! However, we don't need the house. We are residing in our own house, after all."

"We will let out this house and go to the house provided by the company. It is not only more spacious. It is also located in a prestigious locality."

When Sivakumar revealed the location of their new house, Vasanthi found the news incredible.

"I have heard that only the top among the elite of the city, like company chairmen, senior government officials and wealthy individuals, can afford to reside there" said Vasanthi, in an excited tone.

"Yes. Most of the people who reside there stay in houses taken on lease by their companies. Even people with high salaries can't afford to pay the high rents prevailing in that locality."

"When did you apply for this job? You didn't go for any interview!" 

"I didn't apply for this job. The CEO of this company came to know of me through my former employer and offered me the job on his own. He didn't call me for an interview. He offered the job to me over phone and asked me whether I would accept the offer."

"What did you say?" 

"I said that I could consider it but that the salary offered was quite low!" said Sivakumar and laughed, enjoying his own joke.

Vasanthi felt elated that such an opportunity had come, at a time her husband was in low spirits after retiring from his job.

After moving to their new house, Sivakumar kept one room as his office. He was working from that room, on his computer.

Vasanthi observed that Sivakumar was spending only a short time in his office room and most of the time, he was sitting in the living room reading something, watching the television or chatting with her, She concluded that his workload in his new job was very light.

Even without her asking Sivakumar about this, he told her, "I have been hired as a consultant. A consultant will have work only on certain occasions, when his services are needed for specific issues. The number of hours I work doesn't count. It is the value of my services that counts."

Vasanthi enjoyed the facility of going out in the chaffeur-driven car, provided to Sivakumar for his personal use. 

"How are you, Mr. Sivakumar?" asked the person who spoke to him over the phone."

"I am fine, sir. I am thankful to you for everything" said Sivakumar.

"You might have seen the Tamil film Kalyana Parisu, released sometime in the late fifties, or early sixties. In that film, the comedian Thangavelu played the role of a bluffmaster. He would call himself the Manager of a non-existent firm called Mannar & Co. He would pretend to go to office every day, but would spend his time sitting in a park and playing cards solo! Like him, you had pretended to be working as the Purchase Manager of a non-existent company, but secretly worked for the intelligence department of the government. You undertook a lot of covert operations. Your contribution to the the cause of safeguarding our country's security is remarkable. You deserve to be compensated appropriately for your services. As you know, we have to be very discrete, to ensure that no one knows about the role you have played. That is why we took some time to arrange for a retirement package you really deserve, in an inconspicuous way. You might have been disappointed that you were retired from your 'job,' with a nominal retirement package befitting the position you had ostensibly holding!"

"No, sir! I never felt that way" said Sivakumar, though, inwardly, he knew that what his superior officer had stated was true.

"Even now, I am prepared to do the kind of jobs I had been doing during my service," he added.

"No, Mr. Sivakumar. We have given you this 'job' involving no work, as a reward for your highly valuable contributions during your service. Enjoy your retirement!" said the person at the other end of the phone and ended the conversation.

Sivakumar set out to resume watching the film he was watching on an OTT platform on his computer. But noticing that his wife was entering his room, he switched over to another tab on his computer screen.

Thirukkural
Section 2

Materialism

Chapter 59

Managing Intelligence Operations

Verse 590 (in Tamil):

siRappaRiya oRRin kaN seyyaRka seyyin
puRappaduththAn Agum maRai.

Meaning:

Do not honour a spy in public. Doing so would result in exposing a secret mission to the world at large.

(This is the English version of the Tamil story 'Oyvukkup pin oru vElai' by the same author.) 

Verse 591
Verse 589

589. Three Days' Time

"Why did you want to see me urgently?" asked the Minister.

"I have received an important intelligence report" said Nirmal, the Intelligence Chief.

"Tell me."

After hearing the report given by Nirmal, the Minister was upset.

"This is a serious matter. I have to bring this to the notice of the Prime Minister immediately and decide on the appropriatecourse of action" said the Minister,

"Not yet, sir. Please wait for a while" said Nirmal.

"What for? Don't you realize how critical this information is?"

"Of course, I do. That's why I sought an urgent meeting with you. But, the intelligence I received from another source of mine is at variance with this."

"Why this confusion? Why did you involve two sources to gather intelligence on the same matter? Apart from wasting manpower, this has also resulted in confusion" said the Minister, with annoyance.

"Sir! There are certain established practices in intelligence gathering. I have learnt many finer points about gathering and analyzing intelligence from my seniors and mentors. One unwritten rule is that any kind of critical information has to be confirmed through two different sources." 

"Spare me the rationale behind your approach, Mr. Nirmal. Please tell me which of the two reports you are going to accept?"

"Please give me three days' time."

"If we delay, will it not aggravate the situation?"

"I think delaying our decision by three days won't have any adverse effect on the situation. If there is any important development, requiring urgent intervention on our part, I will contact you.

Without waiting for the Minister's reply, Nirmal stood up from his seat, took leave of the Minister and left.

"What is this, Mr. Nirmal? I have been trying to contact you for the last two days. You had switched off your phone. People in your office said they didn't know about your whereabouts. From the time I heard the disturbing information from you, I have been feeling tense" said the Minister, as soon as Nirmal entered the Minister's cabin, even before he could take his seat.

"Pardon me, sir, but I have come to you with news that could only increase your tension. The intelligence I had shared with you three days back has been confirmed to be correct. We need to act immediately" said Nirmal, as he was taking his seat.

"My goodness! We have wasted three days. If you had confirmed this that day itself, we could have taken action by this time" said the Minister, accusingly.

"How can I help it, sir? Getting confirmation for this kind of information is not easy. The reason we use two sources is only to ensure that the information we gather is accurate. But, when the contents of the intelligence gathered from the two sources are at variance, we need to use a third source that we can rely upon."

"Like using a third umpire in cricket matches, perhaps" said the Minister, with a smile. His tension seemed to have eased a little. "But, instead of using the two sources, you could have used the third source, even at the beginning" he added.

"They don't conduct the cricket matches, using only the third umpire!" said Nirmal, smiling.

"But, how did you get a third source immediately? And how can you be sure that the third source is dependable?"

"The third source has been there always. But we should use it only occasionally, the way they use the third umpire in cricket matches. As per his dependability, I can say that he has considerable experience."

"So, you have trust in him?" 

"How can I not trust myself?"

"What do you mean, Mr. Nirmal?"

"I flew to that country and made the assessment myself, based on the information I had received from the two sources. No one in my office knew about my trip. That was why my office was unable to give you information about my whereabouts" said Nirmal.

The Minister looked at Nirmal with admiration and enhanced respect.

Thirukkural
Section 2

Materialism

Chapter 59

Managing Intelligence Operations

Verse 589 (in Tamil):

oRRu eRRu uNarAmai ALga udan mUvar oRumukki
soRRokka thERappadum.

Meaning:

Lead the sleuths such that they don’t know each other;

when three of them concur on an input, you know it is reliable.

Note: While this kural says that three of the spies should give a concurrent input, this story slightly deviates from this concept by suggesting that if there are discrepancies between the intelligence gathered by two spies, the intelligence has to be obtained from a third spy.

(This is the English version of the Tamil story 'mUnRu nAtkaL avakAsam' by the same author.) 

Verse 590
Verse 588

588. Naresh's Grievance

Summoned by Gupta, the Intelligence Chief, Naresh went to the Chief's cabin.

"Mr. Naresh! You are a senior official of our department. Your contribution to our department has been immense. Because of the intelligence gathered by you on various occasions, through the surveillance activities managed by you, I have earned a good name from the top echelons of our government. I have also been constantly appraising my superiors about your valuable contributions" said Gupta.

"I am aware, sir" said Naresh, tersely.

"But I observe that, of late, you have been feeling unhappy about something. Do you have any problems in your personal life?"

"No such thing, sir."

"Tell me. What is the problem you have here?"

"I don't have any problem, sir" said Naresh and paused, as if hesitating to say something.

"If it is not a problem, it should be a grievance. Shoot!" said Gupta, encouragingly.

"It is nothing, sir... Last month, I gave you a scoop about a secret plan of our enemy country. My contact in that country had taken great risks and gathered the information."

"Yes, of course. I had shared that information with my superiors and they acted on it. It was on the basis of your information that the government launched an important operation. I am not expected to tell you this, but I have recorded your good work in your personal file too."

"Oh, thank you, sir!" said Naresh, enthused by what Gupta's words. "But..." he added.

"But?"

"You didn't accept my report straightaway. You got it verified through a friend of you working in the intelligence agency of another country. Only after he had confirmed the correctness of my information, did you inform your superiors about this. This made me feel that you didn't consider the intelligence gathered by me reliable. I should admit that this has dented my confidence and enthusiasm" said Naresh.

"Mr. Naresh! I am going to show you a file. This is my personal file."

Gupta opened a small cabinet near his seat, took out a file, opened a page and showed it to Naresh.

Naresh read that page and quietly returned the file to Gupta.

"This happened two years back. The intelligence was gathered by me through my contact in the foreign country. But since the issue was highly sensitive, I wanted to confirm it, through another source. Just as I did in your case, I asked a friend of mine working in the agency of one of our friendly countries to verify the information and confirm. The feedback I got from him was shocking. The information I had received from my source had been somewhat outdated. My contact had sent me the information, without knowing about a subsequent development, which had changed the scenario. If I had sent the information collected by me through my contact to the government, it would have led to some wrong decisions by the government. After that experience, I have made it a policy to double-check all intelligence on sensitive matters. So, don't feel that I have underestimated the value of your work."

"I understand now, sir. It was my folly that I didn't understand this earlier" said Naresh, feeling remorseful.

Thirukkural
Section 2

Materialism

Chapter 59

Managing Intelligence Operations

Verse 588 (in Tamil):

oRRu oRRith thandha poruLaiyum maRRumOr
oRRinAl oRRik koLal.

Meaning:

A king should get the intelligence gathered by a spy verified

by deploying another spy.

(This is the English version of the Tamil story 'narEshin manakkuRai' by the same author.) 

Verse 589
Verse 587

587. In Search of Evidence

"I can say with certainty that Ramgopal has received a huge sum as kickback for this contract. But we can't prove it. How helpless we are!" lamented Santharam, the Managing Director.

Vigilance Officer Dayalan remained silent. It appeared to him that the Managing Director was indirectly rebuking him for his inability to book an employee of the company, who had blatantly committed an irregularity.

Dayalan approached a friend of him, who was running a detective agency and requested him to arrange to closely watch Ramgopal for the next few days. 

He explained to his friend that though he was asking for the surveillance in connection with a matter involving his company, he was getting it done at his own expense, since he didn't want to involve the company at that stage and requested him to do the job for a concessional fee.

After three days, Ramgopal received information he considered valuable.

The detective agency found out that Ramgopal had the habit of going to a club with one of his friends every Saturday evening.

Dayalan paid for the service rendered till then and and told his friend to end the surveillance.

That the charges for three days' surveillance were not substantial was a matter of relief to Dayalan. But he was still uncertain whether the information he got from the agency would be useful to him. 

'If my efforts succeed, I can get the amount spent by me reimbursed by the Managing Director' he thought.

"Brilliant! How did you record this?" asked Santharam, feeling excited and elated.

"I found out that Ramgopal had the habit of going to a club with a friend, every Saturday evening. I have learnt from experience that crooks like Ramgopal would brag about their wrongful acts to people close to them, as if they were proud achievements! So, I approached his friend who had been accompanying him to the club, gave him a mobile phone and asked him to call me from that phone and keep the call alive during the time the two were chatting in the club. I also gave him a list of questions, he should ask in a natural way, during the conversation. 

"For the last three Saturdays, I was spending three hours of my evening, listening to their conversation. Ramgopal spoke about so many things, but not about the matter we are interested in! His friend, knowing that I was listening to their conversation, was speaking with a lot of circumspection and fear, choosing to be reticent, as much as he could be! I hit pay dirt the fourth week. That day, Ramgopal spoke to his friend proudly about how he cheated you and received a kickback for the contract. I am sorry" said Dayalan.

"That is fine. I am not bothered about his bragging to someone about making a fool of me. I was fooled, after all! But, you got Ramgopal's conversation with a friend recorded in your phone. Is it legal?" asked Santharam.

"Don't worry about it, sir. If I summon Ramgopal to my room and play the recording in front of him, he will confess to the misdeed committed by him. People like him, who project themselves before others as strong men, are cowards at heart. They commit wrongdoings and constantly live in the fear of  getting caught. A call from the vigilance officer will, by itself, create panic in them! In my experience, I have seen many such people. Even if Ramgopal doesn't admit his guilt, his friend will testify about what Ramgopal told him. That will seal Ramgopal's fate."

"How did Ramgopal's friend agree to your request? Why did he agree to play a role in exposing the misdeed of his friend?"

"Making him agree to my request was not easy. I had to dig up his background, unearth a wrong he committed in the past and threaten to expose him, if he didn't agree to co-operate with me!" said Dayalan, smiling.

"You are a dangerous man. I should be careful with you, myself!" said Santharam, laughing.

Thirukkural
Section 2

Materialism

Chapter 59

Managing Intelligence Operations

Verse 587 (in Tamil):

maRaindhavai kEtkavaRRu Agi aRinthavai
aiyappAdu illadhE oRRu.

Meaning:

A spy should be capable of extracting what is hidden,

and verifying their veracity beyond doubt.

(This is the English version of the Tamil story 'AdhAraththaith thEdi' by the same author.) 

Verse 588
Verse 586