Finding the next person to lead your sales team is no easy task. The person you hire will have a significant impact on your future performance. Sometimes your company’s next sales leader could be obvious. Other times it’s not as simple. Your next leader could be from within the company or an external candidate. There are certain signs you should be looking for when considering a new sales leader. 

In the past, we’ve written about Signs You’ve Found A Top Sales Candidate. Here, we’ll provide you with a list of the signs you’ve found a new sales leader. We’ll cover:

• 5 signs you’ve found a new sales leader internally
• 5 signs you’ve found a new sales leader externally

5 Signs you’ve found a new sales leader internally

Most employers look internally first when looking to fill a sales manager or leadership role. Companies generally hire certain people based on their future potential to become leaders. So, when an opportunity arises, they look to these people first. They have experience within the organization, they know how things work, and they could provide a smooth transition. Who are these internal candidates? They are the people who exhibit the following:

1. They buy into the company culture

An internal sales leader naturally aligns with the company’s mission, values, and goals. They not only understand what the organization stands for but also actively promote and embody that culture in their daily work. Their positive attitude, professionalism, and consistency set the tone for others, and they often act as cultural ambassadors. This deep alignment helps ensure continuity and trust when transitioning into a leadership role.

2. They are well organized and excellent time managers

Strong internal candidates consistently demonstrate effective time management and organizational skills. They meet deadlines, balance competing priorities, and rarely let details slip through the cracks. Their ability to plan, prioritize, and execute sets a strong example for their peers and signals their readiness to handle the added responsibilities of a leadership position.

3. They see the value in coaching and training

Future sales leaders understand that growth comes from continuous learning. They actively seek feedback, invest in their own development, and recognize the importance of training in driving team success. They show interest in mentoring others and are eager to share knowledge, laying the groundwork for a coaching-driven leadership style.

4. They help other reps improve, even though it’s not their job

One of the clearest signs of an emerging leader is someone who uplifts others without being asked. Whether offering tips during downtime, helping a teammate close a deal, or sharing best practices, these individuals naturally step into informal leadership roles. Their willingness to contribute to the success of others shows emotional intelligence, initiative, and a team-first mentality.

5. They show agility and resilience

Sales environments are fast-paced and ever-changing, and potential leaders thrive in this dynamic. They remain calm under pressure, adapt quickly to new processes or goals, and bounce back from setbacks without losing momentum. Their ability to pivot while maintaining high performance is a strong indicator that they can lead a team through both challenges and change.

If you don’t have a candidate who shows they are ready to take the next step, you can look externally and bring someone new into the organization. 

5 signs you’ve found a new sales leader externally

Hiring someone from outside the company to step into a sales leadership role is common. But it can be challenging to know if they will be a good fit until they actually start in the position. They’ll need to acclimate to the company culture and sales process, and show you they are the right person based on their performance.  There are signs to look for as you review the candidate’s resume, interview and interact with them during the hiring process. 

Here are the signs that they would be a good sales leader for your company:

1. They Have a Track Record of Sales Leadership Success

Experience matters. You want someone who’s been there and done that. The candidate has a history of scaling teams, entering new markets, or turning around struggling departments. Their former teams and companies speak highly of them, and they have references who have great things to say about them. 

At the end of the day, great sales leaders drive revenue. They consistently hit or exceed targets, know how to close deals and build repeatable systems for success, and perhaps most importantly, they turn around underperforming teams.

2. They Are Data-Driven

Numbers don’t lie. Great sales leaders make decisions based on metrics, not just intuition. They track KPIs, analyze pipeline data, and forecast accurately. They understand conversion rates, deal velocity, and CAC (Customer Acquisition Cost). Finally, they use data to coach reps and optimize processes.

3. They Are Excellent Communicators

All leaders need to be top-tier communicators. Top sales leaders are clear, concise, and persuasive communicators. They clearly communicate goals to the team,  provide regular, constructive feedback, and can effectively represent the company to key clients.

 4. They Have Strategic Vision

Great sales leaders have the ability to manage the day-to-day operations while working toward a larger goal. They see the big picture, not just this quarter’s numbers. They understand market trends and competitive positioning. They contribute to product, marketing, and overall company strategy. Finally,
Great leaders build scalable processes, not just quick fixes.

 5. They Take Ownership

A true leader owns both wins and failures. They don’t make excuses—they find solutions. They are great at not only holding individual team members accountable, but they hold themselves accountable when they make mistakes or performance lacks. 

A Final Word on Finding Your Next Sales Leader

Identifying the next sales leader is a decision that can shape the future of your sales team and overall business performance. While internal candidates offer familiarity and cultural alignment, external candidates can bring fresh perspectives and proven experience. By paying close attention to the signs outlined above, you’ll be better equipped to recognize true leadership potential. 

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