Welcome back to the ABCs of Sales! We’ve spent a lot of time talking about strategy and mindset, but today we’re getting into the engine room. We’re talking about Work Ethic.
When you’re starting out as a sales executive, "work ethic" can feel like a buzzword. Does it mean working 80 hours a week? Does it mean being the loudest person in the room? For me, it boils down to something much simpler and much more powerful: Letting your word be your bond.
The Currency of Trust
In a corporate world where everyone nods along just to sound agreeable, being the person who says what they mean can feel almost "suicidal." But here’s the secret: In sales, trust is the only currency that matters.
Your team needs to know you’re dependable. This shows up when you practice T for Teaching Well—sharing your knowledge instead of hoarding it. Your supervisors need to know you as the diligent worker who never sweeps a mess under the carpet.
I learned the true value of this reputation during one of the most stressful moments of my career.
The Glass of Milk and the High-Stakes Mistake
Early on, I missed a crucial client requirement for a massive campaign. Because of my oversight, I had undersold the project, and it was on track to cost my organization a significant loss. Canceling wasn't an option—the campaign had a strict time constraint and carried national political interest.
I was terrified. When I approached my supervisor, they were understandably frustrated and wouldn't hear me out. I felt the walls closing in.
Instead of hiding, I chose a different path. I went directly to the client’s office for a face-to-face meeting. I didn't make excuses. I was candid, I owned my mistake, and I explained the predicament I was facing internally with approvals.
The client looked at me, and in a surprisingly motherly tone, she told me to sit down. She gave me a glass of milk and asked me to wait while she made a few calls. By the time I left her office, we had a solution. She managed to squeeze out a bit more budget to cover the costs, and my organization gave the green light to proceed.
Why Work Ethic Saved the Day
Why did she help me? Why didn't she just demand I fix it or fire us? I believe it was my previous work ethic. Because I had consistently shown up as a diligent, honest professional, I had "credit" in the bank. She knew that my mistake was an outlier, not a habit.
Your work ethic isn't just about how hard you work when things are going well; it’s about:
Total Accountability: Owning the mess as loudly as you own the win.
Completing the Loop: Never leaving a task half-done or a client hanging.
Consistency: Being the person everyone can bet on, every single day.
Build Your Reputation Now
As you start your career, remember that you are building your "trust account" with every email you send and every promise you keep. When you eventually hit a bump in the road (and everyone does), that reputation will be the thing that catches you.
Have you ever had to own up to a major mistake? How did your reputation help you navigate it? Let’s share our "learning moments" in the comments!
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