The Leadership Japan Series By Dale Carnegie Training Japan

Hustle Baby Hustle   Smart people in sales are a problem. They have expansive brains, intellectual curiousity and strategic depth. They are quick to spot the big picture solutions for clients. Internally they are a system police, fantastic on urging the fixing of the sales structures and suggesting necessary improvements. With Excel macro skills to burn, they can transform a simple spreadsheet information capture into a formidable machine. They are not what we need in the sale’s team. We need “good hustle” from our salespeople. Not “hustle” in the sense of tricking clients into arrangements to secure a big commission or a fat bonus. “Good hustle” is about focus on getting commitments from buyers to proceed, that will benefit the buyer, because it will improve their business. This is usually not about long-term massive interventions but about the practical improvements that can be executed quickly, that produce an immediate outcome. Getting the client to that point of agreement requires energy, lots of energy.