5 Qualities a Sales Leader Should Have

Lead by Example

Sales leaders and managers that do not occasionally get on the phone or travel on site to close a deal are a lot less respected than those that do. Don’t believe me? Ask any sales consultant or employee. You’ll hear murmurs about how the manager critiquing their sales skills hasn’t closed a deal in years, “so what do they know?”. Although, sales leaders may not have the capacity to consistently be on the phone or close deals since they are managing teams, doing this every so often is a huge morale booster for your team and a great way to win them over! Always try to lead by example whenever possible.

Great Coach

A great sales leader is extremely similar to a great coach of a professional sports team. They’re not the best shooter or ball handler (in fact they may not perform much at all anymore), but they are great at assessing the strengths of their team and helping steward them towards victory. They make the right plays and place their top performers where they need to be in order to succeed. They compound the strengths of their team and motivate everyone to be the best version of themselves. They’re great at coaching on an individual level but also at keeping the team motivated and together.

Courage

Courageous leaders fail just like the rest of us, especially in sales. But the difference is that they “fail forward”. If something doesn’t work they pick up the pieces, keep moving, take it in stride and learn from their mistakes. All the while, exuding a strong sense of courage and confidence towards their team, even if they are unsure of themselves and the path they are headed towards.

Great Interpersonal & 1 on 1 Skills

In order to lead your team to new heights you really have understand each individual on your team on a personal level and help the team bring the best in each other. If you don’t understand your team you will never be able to bring about the best in them. This is one the integral parts to being able to lead a sales organization.

Accountability

Accountable leaders do not pass the buck and do not place blame on exogenous sources. In order to be a “great” leader you need to own your faults and retain an internal locus of control. “The market is not the same anymore”, isn’t an excuse you want to create in your team. it will spread like a virus and cause everyone’s energy and motivation to dwindle. If you are accountable, your employees will respect you more for it and always look to you for guidance. If leads are in short supply just be upfront and honest about it.

An exemplary sales leader knows how to guide their team into the unknown and portray a semblance of confidence and aptitude, even if they are unsure of themselves and the path they are headed towards.

Lastly sales leaders should be seen on the sales floor or out with their team. They shouldn’t be stuck in their private office all day long. As a leader you really need to be on the ground floor with everyone, otherwise you really are just another manager that’s telling people how to operate from far away.