What Makes a Great Sales Leader? – The Ultimate Guide!
“the quality or state of being great (as in size, skill, achievement, or power)”
Definition of greatness from Merriam-Webster
Everyone strives for greatness! Whether as an athlete or a student, a business leader or a parent, a volunteer or an engineer. We want to be great in every aspect of our lives, whether as part of a team or through team building.
It does not mean to be “the best.” The absolute title of “the best” is often a ridiculous goal. There are 120 million parents of children under 18 in the US alone. It is enough to be a great parent and “the best” for your children.
Greatness is a quality that comes from within. It comes from having a vision and being adaptable. It also comes from learning, practicing, and using emotional intelligence. Greatness shows skill, achievement, or power. People around us often recognize it.
As a CSO, CRO, SVP, VP, Director, or Sales Manager, you strive to develop a strategy to excel in sales leadership and understand what makes a great sales leader.
Leadership has some universal qualities. And so, the below list is not the first of its kind. Many authors have compiled their personal favorites. I call this The Ultimate Guide with a bit of irony. Here is my personal top 10 list for sales leaders. This list is not in any particular order.
Empathy – Start with listening and then respond with honest compassion and understanding.
Integrity – To me, integrity is a sum of traits: honesty, sincerity, truthfulness, transparency, ethics, and strong moral values.
Passion – Passion is contagious. Understanding what makes a great sales leader, your excitement will ignite the team's passion and enhance their sales tactics. In sales leadership, being passionate about your product or service is critical to success for any sales manager, as your passion can significantly influence the team's performance. This humility can also enhance your effectiveness and adaptability in developing successful sales leadership tactics.
Humility – Humility means appreciating your team and those around you. Be grateful for your role and kind to others. Be open to feedback and recognize that you are not perfect. This takes emotional intelligence and helps create a stronger team environment.
Accountability – Accept the blame for the team result, and do not play the blame game.
Be adaptable and take responsibility for the results, utilizing coaching to enhance team performance, and in the process, take a little more than your share of the blame and a little less in praise.
Inspiration is key. It is not just your great idea that helps the team. It is your ability to inspire others. It is not your brilliant idea that advances the team but rather your ability to inspire others.
Decisiveness – I have found that my days in sales leadership were filled with hundreds of decisions. A few major ones (hiring, product innovation, M-AND-A, …), and many, many small and micro-decisions. What they all have in common is that not making a decision was holding up everything and everyone around me.
Reliability – Do not be erratic. Those around you, especially those who rely on you, count on your consistency and dependability.
Positivity – Positivity is contagious. Even negative Nancies will eventually become infected by your positivity.
Trust – Those around the sales leadership develop trust through the above nine qualities, including emotional intelligence and influence! And this trust, combined with effective sales tactics and coaching, is what turns a Manager into a Leader.
Why is communication not a top 10 skill? Display all 10 skills listed above, lead by example, and then your actions speak louder than words.
With a clear vision and effective sales tactics, Vendux can place a great Sales Manager or Sales Leader who embodies what makes a great sales leader, with a strong sales team and leadership into your organization. Talk to us if you would like to find out more.
FAQs
What are the core values of a sales leader?
Integrity is the foundation upon which outstanding sales leadership is built, serving as a beacon of trust and respect.
In this fast-paced, results-driven environment, sales leadership must exemplify honesty and strong ethical principles. Consistent ethical behavior fosters a culture of transparency and accountability, empowering team members to embrace their responsibilities confidently. A leader inspires loyalty, cohesiveness, and a shared commitment to individual and organizational success by radiating sincerity and fairness.
Furthermore, adaptability emerges as an invaluable quality for those navigating the unpredictable sales waters. A genuinely outstanding sales leader exhibits resilience and flexibility, readily adjusting strategies to meet emerging market trends and client needs. This fluidity enables the team to remain agile, driving relentless forward momentum and fostering sustained accomplishment.
Lastly, a great sales leader is unwavering and dedicated to fostering growth and development in themselves and their teams. This commitment to nurturing talent and capabilities ensures a vibrant environment where innovation thrives, ultimately establishing a legacy of excellence. By investing in ongoing learning and promoting a shared vision, the leader clearly boosts the team's overall potential.
What makes the best sales leaders?
In the dynamic sales landscape, an exemplary leader rises not by chance but by deliberately cultivating critical traits. Their vision transcends the ordinary, seeing opportunities where others might falter. An outstanding sales leader not only appreciates the art of selling but fundamentally understands the science behind it.
They blend innate charisma with analytical prowess, crafting strategies that inspire their teams to reach unforeseen heights. These leaders empower their teams, fostering an environment where each member feels valued and driven to contribute meaningfully to collective goals. Excellence is the standard; they guide by example, exemplifying resilience and adaptability.
They can listen actively and communicate effectively, which sets them apart. They anticipate and transform challenges into opportunities, using insights to navigate complex market dynamics. Their decisiveness and empathy ensure that their teams remain agile, motivated, and united. A great sales leader is a captain steering the ship and the lighthouse guiding its course.
Mentorship is at the core of their sales leadership philosophy; cultivating the next wave of sales experts is their legacy. They recognize potential and nurture it, unlocking hidden capabilities within individuals. Trust, integrity, and a genuine passion for success form the bedrock of their approach, forging a resilient and pioneering team.
In essence, remarkable sales leaders combine strategic vision, empathetic leadership, and relentless drive, crafting an indelible legacy in the sales world.
What is the key strength of a sales leader?
Visionary leadership stands at the forefront of distinguishing an exemplary sales leader. A great sales leader doesn't merely set targets; they paint a compelling picture of future success and encourage their team to invest wholeheartedly in that vision. Their foresight and strategic planning fuel an inspiring path that aligns with the organization's goals.
Moreover, they consistently exhibit an unwavering belief in their team's potential and the opportunities that lay ahead. This profound confidence acts as a dynamic engine, propelling the team to meet and exceed expectations. They foster a culture of growth, where each team member is motivated to push past limitations and achieve greatness.
Passionate advocacy for innovation is another hallmark of an outstanding sales leader. By encouraging experimentation and embracing cutting-edge methods, these leaders maintain a vibrant environment where adaptability is second nature. Their forward-thinking approach ensures the sales team remains agile, ready to pivot, and capitalize on new market prospects.
Furthermore, exceptional communication skills form the backbone of their leadership. They articulate thoughts precisely and listen empathetically, creating an inclusive atmosphere where ideas can flourish and collaboration thrives. Through effective communication, they build trust and loyalty, foundations that not only withstand the trials of change but also leverage them, transforming challenges into groundbreaking successes.
Contact us to learn about the leadership qualities of our executives.