--- title: "The Leadership Playbook: Leaders Must Make Hard Decisions | The Sales Blog" description: There is a complicated client issue. You're not sure what you should do. Doing nothing exposes you to the risk of losing the client. Taking some action image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/Attachment-1-1.jpeg --- ### [Now booking SKO meetings for 2026/27! 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You’re not sure what you should do. Doing nothing exposes you to the risk of losing the client. Taking some action may also put the client at risk. Being stuck between a rock and a hard place, you do nothing. An A-player who is putting up the numbers is also seriously abusive to the people they work with–especially those they believe have no power and who they believe are the source of their problems because they don’t give this person what they want when they want it. You don’t want to deal directly  with the A-Player because they are delivering. You also [can’t allow](http://thesalesblog.com/2017/05/30/eliminating-sources-negativity/) them to destroy the people with whom they work. You wait, hoping the problem will resolve itself. It doesn’t. Another employee colors way outside the lines. They make deals that are out of line with what is possible, and they create situations that are a potentially legal liability. You’ve spoken to them about staying within the boundaries of what they are permitted to negotiate, but each deal brings more problems than the last. You’re not sure what it is going to take to change their behavior, and what you have tried hasn’t worked. You are paralyzed. You’ve fallen behind your competitor who continues to innovate. Keeping pace–or leaping ahead–would mean that you have to change your overall strategy. Addressing this [competitive mismatch](http://thesalesblog.com/2011/04/02/the-competitive-advantage-of-being-human/) is complicated, time-consuming, and it comes with a good amount of risk. To move, you need the support of the board. Doing nothing means the board is eventually going to act–and potentially that action will be a negative event for you. Leaders make hard decisions. It means you deal with complicated client issues, doing what is right, even if it is unpopular, and even if it isn’t easy. You deal with problem employees [based on your values](http://thesalesblog.com/2014/08/03/the-leadership-playbook-leaders-teach-values/), even if it costs you an A-Player. You make decisions based on non-negotiables by making them known, and by holding people accountable. You make decisions, knowing that you have incomplete information, and knowing that you cannot always be 100 percent certain that you are making the right decision at the right time. Right or wrong, you must decide. This is what leaders do. ###### Tags: [Leadership](https://www.thesalesblog.com/blog/tag/leadership) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on May 31, 2017 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" : "2022-01-22T2:29:53 PM", "datePublished" : "2017-05-31 21:31:22", "description" : "There is a complicated client issue. You're not sure what you should do. Doing nothing exposes you to the risk of losing the client. 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