Hustle Is Channeled. Not Created.

I have had the privilege of working with thousands of sellers over the last 10 years. 

And I have seen everything from people who went from $0 to millions in sales…

To those who started at $0. And ended at $0.

And this taught me something really important about human nature…

Hustle is channeled. Not created.

Why It Matters: too many managers are wasting their time trying to “motivate” people, instead of finding those already “motivated” and doubling down on them.

So, the million dollar question…

How do you spot who is actually motivated?

Well, it’s pretty simple.

Ignore words. 100%.

Seriously…

Most people are going to say they are motivated and want to do “anything” to be successful.

Only a small percentage of these are going to actually put in the work to be successful.

Finding this small percentage isn’t hard: look for who is ACTING.

I don’t mean who is showing up to the most trainings…

Or reading the most books…

Or coming up to you before an event to shake your hand…

Again, this stuff is easy. 

By ACTING, I mean doing a high quantity of the key work required to succeed. 

In my world of insurance sales…

This means sales activity:

Making calls, over and over and over again, even when it’s hard. And even when there is a lot of rejection.

A good hack for this is to use technology to track activity across your organization…

But manual activity reporting can work too, if your management structure is accountable to actually providing this data.

However you do it, just make sure you get activity information.

Because this data will show you exactly who is worth investing in. And who isn’t. 

Conclusion:

It’s a harsh sounding truth, but I do think it’s true:

Those who hustle deserve the most investment of our time as leaders.

And hustle is easy to spot when we start ignoring what people say, and start looking for what they do