How important is a work ethic?

I mentioned in a past blog that I measure my sales team on their work ethic and willingness to contribute to others. I’ve since received a number of emails wanting to learn more, so this week I’ll explore work ethic in more detail and then contribution next week.

Whatever your field of endeavour ? work ethic is important. The old cliché, “you get out what you put in”, is true. I see many people in life looking for the quick wins. Perhaps they are prepared to give things a shot, but not enough to stick things out when the going gets rough.

How does sticking relate to work ethic? Let’s explore by breaking down these two words in isolation:

Work: exertion or effort directed to produce or accomplish something.
Ethic: the body of moral principles or values governing a particular culture or group.

You can see from above effort and values are the operative words. How much do you value effort? Does effort reflect your company values? Or your senior leaders? If not, you are not releasing your full business potential.

I know if I hire the right salesperson for the job and provide them with the right support, and this person is willing stick at it long enough with a strong work ethic ? the results with follow.

Conversely, if I hire the wrong salesperson irrespective of support, effort becomes futile ? making effort on its own redundant. Moreover, effort with the wrong direction is also futile.

With so many people looking for the quick wins in a culture that encourages instant gratification, fast ROI is the mandate. However, this strategy often contradicts the natural processes that are required to get the job done right, even if it takes longer.

I prefer to hire salespeople who have run their own businesses, successfully or otherwise because their history suggests they are proactive. I also lean towards developing salespeople who enjoy playing sports, as it shows competitive spirit and they are prepared to get off their bums and have a go.

Do these characteristics guarantee a strong work ethic? No, but it’s a good start.

We all know we reap what we sew, yet many of us aren’t prepared to take the time to develop and nurture our crop.

Managers, don’t be too quick to hire salespeople you don’t feel are the right fit, just because you believe sales is the answer to some of your problems. Take your time.

Furthermore, provide your salespeople with the right support, structure and direction, and make sure you encourage a strong work ethic. The best way is to lead by your own example.

For more Selling Strategies advice, click here.

Trent Leyshan is the founder and CEO of BOOM Sales! a leading sales training and sales development specialist. He is also the creator of The NAKED Salesman, BOOMOLOGY! RetroService, and the Empathy Selling Process.