How was your job different than you thought it would be?
I was surprised at the random nature of how my employer approached obtaining new subscriptions. I was given a list of new telephone numbers generated from the phone company and told to call them. Obviously generating new sales is critical to a successful business and it didn’t take me long to figure out a more targeted approach would lead to success.

What important lessons or skills did you learn in your first job that have been instrumental in your success?
There’s always a different way to do things. In my work cold calling a random list of telephone numbers trying to sell newspaper subscriptions, I saw a trend. Two kinds of people bought subscriptions – those who were recently married and people who had just moved into a new home. With this in mind I figured out how to target those groups by getting a list of people who applied for a marriage license at the courthouse and a list of people who applied for mortgages. Based on this targeted approach, as a 16-year old I was able to make $18,000 a year selling subscriptions. Thinking of a better way to do things is an important element of success in any job.

Which of those lessons, and how, carried into subsequent jobs after your first? How do you use those skills in your position today?
At Dell, we are constantly evaluating our business to figure out how to improve – often by approaching things in a completely different way. When I founded Dell in 1984 based on the premise that you could sell customized computers directly to customers cheaper than the big guys were doing it, that was a radical viewpoint. Many people were skeptical about the ability to sell such a complex product directly to customers, but we forged ahead and the rest is history. I’m proud to say our unconventional thinking proved the nay-sayers wrong – and we keep doing it every day.

Have you seen how lacking those first job skills had negative effects on others?
When I first started Dell, I felt like I had to do everything. One day, I was working in my office when an employee entered to tell me they had lost money in the vending machine. I asked why they were telling me, and he said, because I had the key to the machine. On that day I learned the importance of delegation. I have always tried to surround myself with a strong team and have trust in their ability to get things done. Empowering employees is beneficial for both the employee and the company and is a principle Dell still operates under today.

Is there a specific event in your first job that you learned something you still use today? At that point, did someone give you advice that you carried and/or later passed on to someone else?
One of my earliest mentors after I started Dell was a very wise man. He gave me a piece of advice that I have always tried to follow and have shared with many: “Fix your problems as fast as you find them.” Problems arise, but it’s your ability to address them, learn from them and not repeat them that will bring you success.

What obstacles that you faced had the greatest impact on your career path?
There are always obstacles in any important pursuit. As a young entrepreneur – whether selling subscriptions or starting Dell – I developed an “underdog” mentality that has always been critical to my success. Many people questioned me and the philosophy on which I founded the company, but driving for success is in my nature and proving a few people wrong along the way wasn’t such a bad thing. Even now that Dell is an industry leader, we maintain an entrepreneurial underdog spirit, striving to prove ourselves everyday.

What people or outside factors affected your work ethic or motivated you the most to succeed?
My parents instilled in me a strong work ethic and the curiosity to examine things and ask why. I’ve also been fortunate to have business leaders as mentors throughout my career, who coached and guided me. Being open to feedback and having the ability to evolve as a leader based on this feedback is invaluable and critical in any job.

What advice would you give to someone staring his or her first job?
Don’t be afraid to fail. Failure can teach you a great deal. I encourage people to experiment and learn – figure out what you’re capable of and what opportunities are out there.

What do you find most rewarding about your position today?
Dell’s ability to decrease the cost of technology has enabled us to bring affordable computers to people worldwide. We’ve had a tremendous impact in broadening access to technology for millions of people. This is also true in how we work to give back to the community, making a difference in the lives of children throughout the U.S. We have the ability to help children discover technology and equip them with skills they will use throughout their lives. That is truly rewarding.