It takes more than hard sales skills to become a sales leader. The following qualities provide the foundation for sales leaders’ success.
It takes more than hard sales skills to become a sales leader, and sales leadership qualities are what differentiate sales leaders from other producers. An engaged and motivated sales force will make sales happen, and sales people with sales leadership qualities are the best at improving sales team engagement and motivation. Sales leaders gain the trust and respect of their sales teams, which enables them to continually push sales boundaries. The following qualities provide the foundation for sales leaders’ success.
Everyone likes to be appreciated, but this can be taken to extremes when a person does not want to be “upstaged” by another top performer. This negative attitude towards appreciating the accomplishments of others is rarely found in sales leaders; a true sales leader is always willing to give credit where credit is due, and will go out of their way to congratulate or recognize someone on a task well done.
A sales person with potential will often think about what he or she can do to get ahead; the difference between an average performer, a top sales person, and a sales leader is in the implementation. Sales leadership qualities like analytical thinking allow sales leaders not only to imagine what could be, but how to make what could be the reality. Analytical thinking allows sales leaders to:
It is often said that the only constant in business is change. Sales leaders who count the ability to manage change among their sales leadership qualities have advantages over sales leaders who are not as well prepared to navigate the constant updates to sales approaches and business methods that modern organizations must embrace to remain competitive. A sales leader who can manage change is not only able to change his or her own direction but is able to convince others to follow, which results in smoother transitions for sales teams and the organizations they represent.
Successful and experienced sales people know that networking can be a reliable route to record breaking sales. When counted among sales leadership qualities, a passion for networking is taken to the next level as sales leaders consistently build out their networks of contacts for sales, future introductions, references, and other business related tasks. Those who assume the mantle of sales leadership reliably have enviable sales networks of associates who are kept in regular contact, which provides benefits to both sides of the business relationship.
Sales leaders are lauded for never giving up, but in reality there are always times when a change in direction or approach is the most appropriate course of action. Sales leaders are able to determine when pursuing a different course is the better option, and will be sure to analyze how and why that different course is more advantageous than the original. The ability to recognize when change is more effective makes sales leaders more effective in the end analysis. Combined with an ongoing focus on the most effective means to reach sales and other goals, this sales leadership quality is found in the most formidable sales minds.
Every organization should be able to recognize these sales leadership qualities in their sales managers and top sales people. If your business is looking to improve the sales leadership aptitude of its sales staff, an experienced sales recruiter can help you find producers with the sales leadership qualities that your business needs to continue growing.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.