--- title: "The Hustler’s Playbook: The Hustler’s Work Ethic | The Sales Blog" description: What separates a hustler from a non-hustler, or even a would-be hustle is their focus on outcomes. You won't get the outcomes you want without working... image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_274840136.jpg --- ### [Now booking SKO meetings for 2026/27! 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There is one floating around social media with a picture of [John Hamm](https://en.wikipedia.org/wiki/Jon_Hamm) in his role as Don Draper, the main character from the television show Mad Men. The meme has the overlay of text saying, “You work a 40-hour work week? I remember my first part-time job.” It is true that hustlers tend to work more hours than most. But that isn’t what separates a hustler from a non-hustler, or even a would-be hustler. What really separates the hustler is their [focus on outcomes](http://thesalesblog.com/2015/08/06/your-income-equals-your-outcomes/). ## A Focus on Outcomes If you watch people who are working hard to succeed, you will notice that they tend to be more focused. They have certain, well-defined outcomes they want to achieve, and they invest their time and energy in those outcomes. They aren’t easily distracted by novelties, fads, or by [current affairs](http://thesalesblog.com/2016/08/03/awareness-and-distraction/). While non-hustlers are tied to their small screen of infinite distractions, the hustler is in a face-to-face meeting or on the telephone. The hustler’s work ethic is about producing results, not time spent at the office. ## Hustlers Ship Hustlers tend to be overcommitted. There is an old saying, “If you want something done, give it to a busy person.” Busy people are busy because they get things done. The sense of commitment drives the hustler to move from one task to the next, making progress on each, and producing real work. Hustlers create. [They ship](http://sethgodin.typepad.com/seths_blog/2010/06/fear-of-shipping.html). Non-hustlers and would-be hustlers don’t produce outcomes at the same pace. Instead, they work in reactive mode, waiting for other people to prompt them into action. When they have finished one reaction, they wait passively for the next nudge, almost always in the form of an [email](http://thesalesblog.com/2015/06/11/the-horrible-right-now-nature-of-email/). Hustlers don’t count their hours. They measure their outcomes. ###### Tags: [The Hustler's Playbook](https://www.thesalesblog.com/blog/tag/the-hustlers-playbook) [2016](https://www.thesalesblog.com/blog/tag/2016) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on August 6, 2016 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. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![hustler-ebook-v3-1-cover](https://www.thesalesblog.com/hs-fs/hubfs/Free%20Resources/ebooks-2020/hustler-ebook-v3-1-cover.jpg?width=768&height=994&name=hustler-ebook-v3-1-cover.jpg) ### Guide to Becoming a Sales Hustler You weren’t put here to survive. You were put here to do something and to flourish. You’re here to reach your full potential and to make a difference. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/e8677640-082f-4f30-b30b-d4244460ee67.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/e8677640-082f-4f30-b30b-d4244460ee67) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. 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" : "2021-09-17T2:38:16 PM", "datePublished" : "2016-08-06 21:27:52", "description" : "What separates a hustler from a non-hustler, or even a would-be hustle is their focus on outcomes. 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