--- title: You Are The Conductor, Not First Chair | The Sales Blog description: As a salesperson, you own the outcomes you sell. You are accountable for the results that you promise. But being accountable for the outcomes doesn’t make you accountable for the transactions that make up those outcomes. It makes you accountable for orchestrating the team that produces those results. Let’s imagine an orchestra conductor. She stands […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/Screen-Shot-2013-02-03-at-9_12_40-PM.png --- ### [Now booking SKO meetings for 2026/27! 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You are accountable for the results that you promise. But being accountable for the outcomes doesn’t make you accountable for the [transactions](http://thesalesblog.com/blog/2012/01/09/how-to-talk-with-your-team-about-execution/) that make up those [outcomes](http://thesalesblog.com/blog/2011/05/05/the-handoff%e2%80%94making-certain-operations-succeeds/). It makes you accountable for orchestrating the team that produces those results. Let’s imagine an orchestra conductor. She stands in front of the orchestra bringing in the right instrument or instruments at just the right time. She keeps everyone on the same page, producing something together that couldn’t be produced alone. Even though our conductor is responsible for the resulting music, she doesn’t play any of the instruments. Our conductor isn’t first chair violin or first chair cello. She doesn’t leave her podium to fill in for a missing percussionist. She likely isn’t a percussionist at all. Without her, there wouldn’t be a symphony. There wouldn’t be anyone leading and directing the effort of the team. Owning the outcomes you sell your clients means that you orchestrate the efforts of your team in producing results. If an order comes to you, you bring in the person responsible for that order. It’s not your order to manage. If a support call comes in, you should surely listen to your client, ensuring they know how much you care and that you are in fact going to be responsible for helping them get the outcome they need. But that doesn’t mean you are going to manage the support incident yourself. You can’t be the conductor and all of the first chairs, too. If you aren’t selling, then no one is selling. If you aren’t managing the outcomes instead of the transactions, you aren’t doing the part of the job for which you are responsible. You are the conductor. #### Questions What causes you to feel that you have to play first chair? How do you find yourself dragged into transactions instead of outcomes? What is the healthiest role to play on your team? How do you balance helping without actually switching roles? Can you work in operations and still sell effectively? Would you produce better results if you sold and were only responsible for outcomes, not transactions? ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [Leadership](https://www.thesalesblog.com/blog/tag/leadership) [2013](https://www.thesalesblog.com/blog/tag/2013) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on February 3, 2013 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" : "2022-06-16T3:23:38 PM", "datePublished" : "2013-02-03 21:23:33", "description" : "As a salesperson, you own the outcomes you sell. You are accountable for the results that you promise. But being accountable for the outcomes doesn’t make you accountable for the transactions that make up those outcomes. 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