How much hard work is attached to success? 110%!

How much hard work is attached to success? 110%!

Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at


How much hard work is attached to success? 110%!

More and more I see salespeople unwilling to work hard.

For whatever reason, they refuse to do the hard work now that will make success easier later. They (you) claim every excuse in the world:

They don’t pay me enough.

I’m not paid to do that.

It’s not my job.

It’s not worth my time.

I need more balance in my life.

Or some other self-defeating set of words.

In 1939, Napoleon Hill wrote many of his success principles in one immortal book, Think and Grow Rich. One of the principles is, “Do more than is expected of you.”

Amazing how old truths are still so valid.

Before Hill, around the turn of the last century (1900), Elbert Hubbard wrote an essay called “Message to Garcia.” It’s about a military officer named Rowan that was given an important message and told to deliver it to a guy named Garcia. Rowan — without a moment of hesitation, without a “where” or “why” question — started on the mission and ultimately delivered the message.

In his essay, Hubbard went on to chastise people for not delivering their message, and challenges each reader to take on the same blind “do it or perish” status.

Well, that’s the Elbert Hubbard version.

I first read it in 1972. It made an immediate and profound impact on my thinking, and my work ethic. I am writing this article at two o’clock in the morning because of the mission. I’m delivering a “Message to Salespeople.” And I have done it every week since 1992. More than 800 missions accomplished.

The 21st century verbal equivalent of “Message to Garcia” is, “Do whatever it takes.” And the message is about hard work.

The Hubbard “message” gives praise to hard workers who are ready and willing to manage the tasks at hand (whatever they may be) and get the job done no matter what.

Today’s workforce places more weight on knowledge and experience as valuable qualities in an employee, rather than hard work, common courtesy, and the ability to multi-task and handle things on your own. Big mistake.

Experience and knowledge are learned, accumulated over time, and may not be recognized until one has put in many years in their career field. A strong, solid work ethic, and the burning desire to succeed are not things that are taught or learned. Those characteristics come from within. And they are noticed immediately.

You don’t have to put in years before someone notices hard work. The Rowans of this world obtain the drive in their minds and in their hearts to achieve personal excellence, personal satisfaction, and personal success through hard work, and they are ready and willing to put forth the effort at all times. The people who possess these qualities are the people who can carry the message to Garcia.

Are you one of them? Are you the person that someone else can COUNT on to get the message delivered or the job done?

You may think you are — but I would solicit the voices of others as you go to make your impact on the world.

Here are three things to do, and one thing NOT to do, when you are given ANY message to deliver:

1. Figure out what the BEST way is to deliver it and make a plan to succeed.

2. List any barriers that may appear. Barriers that would prevent you from delivering the message.

3. Start out. You can never get anywhere until you take the first action step.

3.5 Don’t put mental or verbal barriers in your way to justify why you can’t do it. Questions, reasons, or excuses to try to justify why it’s not you, or you can’t get it done.

My recommendation is that you create TWO mission statements in addition to the corporate one you presently ignore, don’t know, or think is BS.

NOTE WELL: 95% of all people in any given company CANNOT recite their mission statement. Why? They have no feeling for it, no relationship to it, can’t identify with it, and had ZERO input into its development. Wake up! It’s THE MISSION. A corporate mission is fine for a corporation, but it’s lousy for you.

So here are two mission statements that will actually HELP you understand, focus on, and achieve YOUR mission.

FIRST MISSION STATEMENT: A personal mission statement. One that says who you are, what your philosophy of life and service is, and who you seek to consistently be to yourself and others.

SECOND MISSION STATEMENT: A sales mission statement. Here’s an example you can use: Create an atmosphere in which the customer buys and be so memorable that they buy again, and tell other people how great you are. That’s a mission you can march to, a mission you can believe in, and a mission that will actually help you make a sale.

What’s your mission? And how hard are you willing to work to achieve it?

If you would like a PDF copy of Elbert Hubbard’s “Message to Garcia,” go to, register if you’re a first-time user and enter the word GARCIA in the GitBit box.