--- title: "The Hustler’s Playbook: Hustlers Expect More | The Sales Blog" description: Hustlers expect more. Hustlers expect more of themselves. They expect to perform at a higher level. They expect to produce better results. This is the natural outcome of holding themselves to a higher standard than anyone else would dare to expect from them. The hustler sets their standard high, and they are hard on themselves when […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/Screen-Shot-2014-11-09-at-9_45_39-AM.png --- ### [Now booking SKO meetings for 2026/27! 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Hustlers expect more of themselves. They expect to perform at a higher level. They expect to produce better results. This is the natural outcome of holding themselves to a higher standard than anyone else would dare to expect from them. The hustler sets their standard high, and they are hard on themselves when they fail to meet their own standard. Non-hustlers don’t expect much of themselves. The don’t set goals, and they aren’t driven to perform at a higher level. They [drift](http://thesalesblog.com/blog/2011/02/23/stop-drifting/). The non-hustler is perfectly comfortable with the results they are getting now. The only standard they hold themselves to is doing passable work, not so great that it will “wow” anyone, and not so poor as to get them in any trouble. Hustlers expect more in the way of rewards. Like when a young Jack Welch was given the same pay increase as his peers after he generated way out-sized results (Jack quit, and General Electric paid him more). Hustlers know that they are right to expect more in the way of rewards when they produce greater results (Hustlers get value capture and value creation in the [right order](http://thesalesblog.com/blog/2012/04/06/getting-value-creation-in-the-right-order/)). Non-hustlers want greater rewards. But wanting greater rewards and expecting greater rewards are not the same thing. Everyone [wants](http://thesalesblog.com/blog/2013/10/21/wanting-money-isnt-money-motivated/) more, but few are willing to do what is necessary to be able to expect more. The non-hustler wants a [bumper crop](http://en.wikipedia.org/wiki/Bumper_crop), but he doesn’t really expect one because he knows that he hasn’t done any planting. Hustlers expect more of others. The hustler knows that you are capable of more than you think they are. Having broken through some of their own self-limiting beliefs (something hustlers are always working on), they can help others see their own. The hustler can be demanding because she knows there is more, that there is still some gap between the status quo and true [excellence](http://thesalesblog.com/blog/2014/11/07/race-to-the-top/). The non-hustlers doesn’t expect much. Good enough is good enough for the non-hustlers. Because non-hustlers don’t expect more from themselves, they don’t expect more from others. Expect more. Expect more from yourself. Hold yourself to a higher standard than anyone would dare to expect from you.   ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [The Hustler's Playbook](https://www.thesalesblog.com/blog/tag/the-hustlers-playbook) [2014](https://www.thesalesblog.com/blog/tag/2014) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on November 8, 2014 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2022-12-01T3:20:10 PM", "datePublished" : "2014-11-08 21:00:15", "description" : "Hustlers expect more. Hustlers expect more of themselves. They expect to perform at a higher level. They expect to produce better results. This is the natural outcome of holding themselves to a higher standard than anyone else would dare to expect from them. 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