--- title: "The Leadership Playbook: Everything Is Your Fault | The Sales Blog" description: "Your team didn't deliver the numbers you needed. It is time to assess what went wrong and how to fix it. Here's where you start: Don’t be unhappy..." image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_170210270.jpg --- ### [Now booking SKO meetings for 2026/27! 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It is time to assess what went wrong and how to fix it. Here’s where you start: Don’t be unhappy that your team didn’t deliver the numbers you needed them to deliver. Be unhappy that you didn’t [lead them](https://www.thesalesblog.com/blog/salespeople-arent-lazy-theyre-poorly-led) well enough to produce those results. As the leader, you were responsible for holding them accountable and making whatever changes were necessary to reach your goals. Don’t be miffed that your team didn’t perform up to their abilities. Be annoyed with yourself for not developing and [coaching](https://www.thesalesblog.com/blog/what-coaching-does) them to deliver that performance. Once you hire someone, you are responsible for giving them everything they need to succeed. That means the mindset, skill sets, and tool kits. It also means the training, development, and coaching. You shouldn’t be angry with people who are disengaged and who don’t buy into your vision. Be upset with yourself for not transferring your emotion to them strongly enough to engage them. People want to be inspired. They want to dream bigger. They want to [make a contribution](https://www.thesalesblog.com/blog/yourlifespurpose) to a cause greater than themselves. You can give them that. There are people who bother you because they destroy the [culture](https://www.thesalesblog.com/blog/on-leaders-and-culture) you are creating with their negativity, dragging many good people down with them. Be bothered by the fact that you didn’t act soon enough to prevent them from doing so. One of your primary roles as a leader is to protect the culture you create from anything or anyone who would it harm. The most successful people in life believe that they are responsible for the results they produce. People that struggle to find the success they are capable of look to externalities to explain away their lack of success. If you are responsible for the outcomes you don’t like, you are also empowered to change them. Everything is your fault.   ###### Tags: [Leadership](https://www.thesalesblog.com/blog/tag/leadership) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on November 28, 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) ![how-to-lead-ebook-v3-1-cover (3)](https://www.thesalesblog.com/hs-fs/hubfs/how-to-lead-ebook-v3-1-cover%20(3).jpg?width=768&height=994&name=how-to-lead-ebook-v3-1-cover%20(3).jpg) ### How to Lead: The Leadership E-Book As leaders, we're faced with decisions everyday—not all of which are easy to make. Learn how to make those tough decisions, hold yourself and your team accountable, and build a legacy with How to Lead: The Leadership E-Book. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/d345d648-812a-428a-81e4-53ce30822212.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d345d648-812a-428a-81e4-53ce30822212) ## 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" : "2024-09-11T3:29:21 AM", "datePublished" : "2016-11-28 21:17:32", "description" : "Your team didn't deliver the numbers you needed. It is time to assess what went wrong and how to fix it. 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