What Most Sales People Don't Get About Work Ethic

Nov 15, 2023

Let's dive into a topic that's been causing a stir in the social media arena: the age-old debate about work ethic. Whether it's the hustle culture, anti-hustle enthusiasts, or the pursuit of a killer work ethic, I'm going to break it down for you. 

I'm not here to throw around empty words like "work harder" without giving you something tangible. Let's talk about practical steps you can take today and strategic insights to set yourself up for long-term success.

So, first things first, let's break it down into three categories: what's in your control, where you should focus, and the essence of a savage work ethic. Buckle up; we're about to dig deep.

1. Control - The Power Play

Think of control as influence; your energy is finite, so where should you direct it? Identify areas with high, medium, and low levels of control or influence. For example:

  • Low Control/Influence:
    • Results (influenceable, not controllable)
    • Your boss (you can influence but can't control)
    • Territory (often beyond your control)
    • Company dynamics, news, and product gaps (low influence)

2. Where to Focus - Energy Optimization

Now, let's categorize your energy. Imagine you have 100 units of energy each day; use them wisely. Here's a breakdown:

  • High Control:

    • Activity (calls, emails, etc.)
  • Medium Control/Influence:

    • Key Performance Indicators (KPIs)
  • Low Control/Influence:

    • Results, boss, territory, company, and noise (product gaps, external factors)

3. The Savage Work Ethic - Be a #1

Here's the core of it: focus the majority of your energy on what you can control, i.e., your activities. Become a master of them. Then, allocate energy to influencing KPIs. Avoid burning out by minimizing energy spent on uncontrollable noise, like results and external factors.

Remember, the scoreboard will take care of itself if you consistently control your activities. Be honest with yourself; where are you currently placing your energy? If it's in low-control areas, it's time for a calendar revamp.

Conclusion - Your Success Blueprint

In summary, rework your calendar, prioritize high-control activities, and aim to be number one in them. A savage work ethic isn't about burning out; it's about efficient, focused energy on what you can control.


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