<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=577820730604200&amp;ev=PageView&amp;noscript=1">

Things that are perceived as difficult make outcome attainment easier and more certain. Things that seem easy make outcomes less likely.

The idea of inbound lead generation is attractive in large part because it is perceived as being easier than more traditional prospecting methodologies. What could be easier than waiting for someone else to generate opportunities for you? But the traditional methods of prospecting, while more difficult, makes opportunity creation faster and more certain.

Telling your people what to do, how to do it, and when to do it is easier than investing the time and emotional energy to help them grow. It’s faster for you, giving you back time to look at the dashboard and your CRM. If you want your people to be accountable and take initiative, then the more difficult work of investing time with your team is the easiest way to accomplish these higher value outcomes.

It’s easy for leaders to see these mistakes, pointing out the areas where their team is looking for an easier way to generate an outcome instead of doing what is necessary. But leaders are not immune from this mistake. In fact, the very nature of leadership makes it easy to trade lower value task for more meaningful work. When you have to determine how to deal with systemic threats and opportunities that require significant change, easier decisions, the kind that do not require the same cognitive load and internal conflicts, are a safe place to hide. The hard decisions are the real work of leaders.

Any attempt to avoid the difficult work makes the outcomes more difficult to obtain, and attempts at making outcomes easier only pushes those outcomes further away from you—and further out of your reach.

Post by Anthony Iannarino on December 18, 2017

Written and edited by human brains and human hands.

Anthony Iannarino

Anthony Iannarino is an American writer. He has published daily at 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. You can reach Anthony at thesalesblog.com or email Beth@b2bsalescoach.com.

Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at iannarino@gmail.com

ai-cold-calling-video-sidebar-offer-1 Sales-Accelerator-Virtual-Event-Bundle-ad-square
how-to-lead-ebook-v3-1-cover (3)

Are You Ready To Solve Your Sales Challenges?

Anthony-Solve-Sales

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

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!