--- title: "The Leadership Playbook: What a Consultant Can’t Do For You | The Sales Blog" description: Even though a consultant can give you advice, show you where the pitfalls lie and help you see the trade-offs in the choices available to you, ultimately... image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_577669204.jpg --- ### [Now booking SKO meetings for 2026/27! 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Just because you paid someone for their advice in no way obliges you to take it, and following that advice just because you paid for it is a poor decision. The person who you trust as an advisor may provide you with the [lenses](http://thesalesblog.com/2014/08/12/the-lenses-through-which-i-view-people/) through which to see new possibilities, but you are responsible for the vision. If you are not on fire for something different, for something better, for something bigger, bolder, and more meaningful, no one else is going to catch fire. A consultant cannot [lead](http://thesalesblog.com/2017/05/01/the-leadership-playbook-what-a-leader-does/) on your behalf. Even if they provide you with the ideas you need, you have to lead the execution of those ideas. Your team doesn’t work for the person that provides you counsel; you are responsible for leading them. If you aren’t willing to lead the change you want, you won’t have that change. A consultant cannot hold your people [accountable](http://thesalesblog.com/2013/09/28/how-to-hold-people-accountable/) for anything for which you are not willing to hold them accountable. If you are not willing to ensure that something is done, it won’t be done. Real change comes from the will to break from the past and insist on a certain future. You have to hold people accountable for new beliefs, new behaviors, and new outcomes. A consultant can provide you with new ideas, new possibilities, new strategies, new tactics, and the new beliefs you need to produce better results. The work to produce those results, from deciding to executing to making adjustments to producing new results belongs to you as a leader. Ultimately, you are responsible for the future you are building. ###### Tags: [Leadership](https://www.thesalesblog.com/blog/tag/leadership) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on August 18, 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" : "2022-01-22T2:31:57 PM", "datePublished" : "2017-08-18 21:25:54", "description" : "Even though a consultant can give you advice, show you where the pitfalls lie and help you see the trade-offs in the choices available to you, ultimately...", "headline" : "The Leadership Playbook: What a Consultant Can’t Do For You", "image" : { "@type" : "ImageObject", "height" : 16, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/Image/favicon.ico", "width" : 16 }, "mainEntityOfPage" : { "@id" : "https://www.thesalesblog.com/blog/the-leadership-playbook-what-a-consultant-cant-do-for-you", "@type" : "WebPage" }, "name" : "The Leadership Playbook: What a Consultant Can’t Do For You", "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "height" : 24, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/TSB/images/TSB%20Logo%20Dark.svg", "width" : 228 }, "name" : "The Sales Blog" } } ```