--- title: "The Leadership Playbook: Execute Before Change | The Sales Blog" description: New leaders often believe that they need to immediately make change. Some believe that the faster they change things the better their results. Other leaders believe the more they change things the better. Sometimes change is necessary, and sometimes fast change is what’s needed. But more often, the reason the leader’s team isn’t producing the results […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_148375928.jpg --- ### [Now booking SKO meetings for 2026/27! 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Some believe that the faster they change things the better their results. Other leaders believe the more they change things the better. Sometimes change is necessary, and sometimes fast change is what’s needed. But more often, the reason the leader’s team isn’t producing the results of which they are capable is that they aren’t executing. #### The Other 99% [Execution](http://thesalesblog.com/blog/2010/12/27/execution-is-a-differentiator%e2%80%94if-you-can-prove-it/) is difficult, time-consuming, political, and messy. Chances are, many (if not most) of the past initiatives were great ideas. It’s likely that those ideas, if well implemented, would have moved the organization forward towards its goals. But somewhere along the way the train came off the tracks. The [status quo](http://thesalesblog.com/blog/2012/02/28/the-status-quo-the-most-dangerous-threat-to-your-deal/) won out. The team waited out their leader. The new shiny object grabbed someone’s attention (likely the leader), and one incomplete change initiative was replaced by the next. There is no strategy, no opportunity, no initiative that can or will produce the results that are possible unless it is faithfully and religiously executed. - You adopted a new sales process. You announced it at the kickoff meeting to great applause and fanfare. But the salesforce went right back to doing what they’ve always done, and their sales managers went back to serving the organization instead of the sales force. Now, it’s business as usual. - You’ve chosen a new strategy. Instead of pursuing the low price, transactional space in your market, you’ve launched a suite of solutions designed to help you move to the smaller, more profitable segment of your market. But the time, money, resources, and compensation plan weren’t changed. Your sales and marketing teams still have the goals and the structure to support the old strategy. There is no change. #### Execution or Change Before you decide what you need to change to move your organization into the future you imagine for it, you need to first spend time ensuring that the real need isn’t simply greater execution on what has already been put in place. It’s likely that the last leaders didn’t produce the results they could have because of execution, not their strategy. Execution is likely change. There is nothing wrong with making your greatest initiative execution on what is already in place. Your job as a leader is to make the changes necessary, not to make changes for change’s sake. You aren’t measured on the change you make, you are measured on the results you produce and the leaders you build. ###### Tags: [Leadership](https://www.thesalesblog.com/blog/tag/leadership) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on September 21, 2014 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" : "2022-01-22T2:18:08 PM", "datePublished" : "2014-09-21 21:00:59", "description" : "New leaders often believe that they need to immediately make change. Some believe that the faster they change things the better their results. Other leaders believe the more they change things the better. Sometimes change is necessary, and sometimes fast change is what’s needed. 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