--- title: "The Leadership Playbook: Four Questions for Leaders About Results | The Sales Blog" description: Where do you spend your time? How do you ensure you are investing your energy in the right places? Here are four questions and some thoughts about what leaders do to produce results. How much energy are you investing in your greatest opportunities? It’s easy to get caught up in solving problems. You will always […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/Screen-Shot-2014-11-09-at-7_12_52-PM.png --- ### [Now booking SKO meetings for 2026/27! 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How do you ensure you are investing your energy in the right places? Here are four questions and some thoughts about what leaders do to produce results. 1. **How much energy are you investing in your [greatest opportunities](http://thesalesblog.com/blog/2013/05/14/biggest-outcomes-greatest-investments/)?** It’s easy to get caught up in solving problems. You will always have demands on your time, your energy, and your focus. But the results that you produce as a leader are strategic. Your biggest initiatives have to take precedence over problems. And if you are dealing with the day to day . . . 2. **How much time are you investing the leaders you are building?** [Zig](http://www.ziglar.com) said you don’t build a business. He said you build people and they build the business. Zig was right. You are building a leadership factory. The greatest investment you can make is in building your current leaders and helping them build the next generation. 3. **How much time are you spending building the capacity for change?** This is the [Disruptive Age](https://www.thesalesblog.com/blog/four-rules-for-this-disruptive-age). At no time has change come faster, nor has it been so disruptive. And we are just getting started. In 1999, Tom Peters wrote, “The past is going to look like a mellow prelude.” The organization you lead is going to need to be agile. Your core competencies are going to change. And the ability to adapt to change is the surest plan for survival. 4. **How much time are you spending reading, thinking, and learning?** One of the very best people for you to spend time alone with is you. You need time alone to read. You need time to do the hardest work of a leader: [thinking](http://thesalesblog.com/blog/2014/06/13/how-to-spend-time-thinking/). As things change faster and faster, you need to learn at a pace that allows you to keep up (probably impossible, but fight the fight and try not to fall too far behind). Get off site. Bring a legal pad and pens.   ###### Tags: [Leadership](https://www.thesalesblog.com/blog/tag/leadership) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on November 9, 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" : "2024-08-23T4:59:19 AM", "datePublished" : "2014-11-09 21:00:23", "description" : "Where do you spend your time? How do you ensure you are investing your energy in the right places? Here are four questions and some thoughts about what leaders do to produce results. How much energy are you investing in your greatest opportunities? 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