NEW FREE WEBINAR: The 3 Key Shifts Sales Leaders Are Making That Are Driving Massive Revenue Growth 

Watch Now

It’s very rare that I take on a private coaching client. But when I do, I spend a lot of time listening for “the big rock.”

The big rock is the major obstacle blocking them from producing better results. It’s a metaphor for whatever is blocking them from making forward progress on their personal path. The big rock is almost always a mindset issue.

The big rock could be that the person I am coaching doesn’t believe they are empowered to do something. Until they believe that they can successfully take action, they’re stuck. But once they believe they are empowered, they roll the big rock out the way and take off.

The big rock could be that the person I am coaching isn’t acquiring the results that they need when it comes to their personal sales. In most cases, the person I am coaching feels stuck because they haven’t been forced to think through their plan, write their commitments, and they’re not being held accountable for taking action around those commitments. Once that big rock is out of the way, they gain the clients they need.

Sometimes the big rock is the person I am coaching. They’re in their own way. This is often true of leaders who need someone to help them work on themselves. Sometimes they “can’t see their own swing,” but more often they’re aware of the areas they need help and just need strategies for improving. When they move the bigs rock out of their way, they produce better results through their teams, and they become better leaders.

Right now, there is a big rock between you and the better future you. Getting unstuck means dealing with the big rock. You need to move it out of the way so you can move forward.

What is the big rock blocking your progress now? What unhealthy believe do you hold about the big rock that prevents you from dealing with it head on? What strategies and resources are available to you now? How can you get enough leverage to move the big rock?

Sales 2015
Post by Anthony Iannarino on February 2, 2015
Anthony Iannarino
Anthony Iannarino is a writer, an author of four books on the modern sales approach, an international speaker, and an entrepreneur. Anthony posts here daily.
Get Instant Access
salescall-planner-ebook-v3-1-cover (1)