You Already Know What to Do

Most of the time, we already know what needs to be done. We just don’t want to do it.

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Me about 30 lbs and 30 years ago ~1986 (with Mom and Aunt Essie)  

Over the last few years, I’ve put on a few extra pounds that I’d like to lose. Despite my best efforts at exercising like a lunatic, I’ve learned that I cannot “outrun a Twinkie”.

So I spent the last several months reading about different diet & exercise plans. I’ve read about Paleo, Primal, Keto and Vegan. I’ve wasted far too much time reading blogs about diet and exercise.

About 3 weeks ago, I finally did what needed to be done – I stopped snacking on half a jar of peanut butter and chocolate several times a week.

It probably surprises nobody that I started losing weight.


Most of the time, we already know what needs to be done. We just don’t want to do it.

  • Sales reps know they need to talk to more prospects but they spend hours crafting the perfect email and doing meticulous research instead of picking up the phone and making prospecting calls.
  • Managers have that one rep who just isn’t working out, but we keep hoping he’ll “turn it around” this quarter so we postpone PIPing and firing him.
  • Layoffs are happening every quarter and sales keeps missing its number, but many employees will put their heads down and hope for the best, instead of proactively beginning a job search.
  • Your sales team is struggling, but you still don’t call Inside Sales Dude for help (shameless, I know)


This would be even more delicious with a side of peanut butter – as almost everything is. (Photo by Jennifer Pallian on Unsplash)

Luckily, I’ve found a solution to this dilemma. Just do the one thing you least want to do right now.*

It is almost certain to be your best next step that will move you toward your goal. (See 1 Big Rock for more on this).

It will also be a relief. Once you take the action, you can stop thinking about it and worrying about it. Instead, you’ll be dealing with it.


Taking action is something I recommend doing if you find yourself obsessing about a problem but getting nowhere.

*Hopefully, calling Inside Sales Dude isn’t the thing you least want to do, just something you’ve been postponing.


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