Leadership/Management, Sales and Sales Management Tips, Sales/Sales Management, Team Member Engagement, Team Member Engagement Tips

The Five Drivers of Successful Sales Leadership

by Caug124

February 14th, 2012

1. Self-Direction

To be an effective manager of salespeople, begin with yourself. Maintain a positive attitude and a proactive approach to people and situations when leading a successful sales team. Being accountable for the sales of an organization can be a high-stress responsibility. An effective leader is continuously and consciously in the process of becoming a better leader and putting systems in place that create results.

2. People Skills

As an effective sales leader, you must build trust, respect, and rapport before attempting to influence others, their attitudes, their behavior, or their performance. Effective sales leaders project a concern for others, want to understand what motivates the people they manage, and are skilled at motivating peak performance.

3. Process Skills

To manage other sales people effectively, you must recognize the need for processes that will yield repeatable sales results. Many people get into sales because they are good at building relationships. Help the people you manage capitalize on their relationship building skills by developing an effective process to harness those relationships.

4. Communication

Effective communication successfully connects people and processes. Effective leaders place a high value on creating real understanding. They actively seek suggestions and input. They demonstrate the ability to motivate others and are able to successfully persuade others.

5. Accountability

Effective sales leaders know how to close the gap between expected performance quotas and actual results. They hold themselves accountable for both personal and team results. The people they manage respect their ability to coach and mentor to achieve organizational goals.

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