Based on many years of Conference Speaking, Training & Consulting with sales teams, EffectiveCommunication.com.au (EC) has concluded the following list of fifteen (15) factors which reflect what the “best of the best” do to be a successful sales leader:

1. Realize their job is not to be a sales manager, but to be a sales leader.

2. Hold constructive sales meetings salespeople find value in, rather than meetings that are nothing more than information updates.

3. Invest time with their top performers.

4. Leverage their position to generate opportunities and discussions with prospects and clients while working with their salespeople.

5. Don’t let paperwork stand in the way of investing quality time with their people.

6. Coach their people each day or at leas weekly holding them accountable on the skills they’re developing.

7. Provide an environment that allows their salespeople to be motivated every day.

8. Never talk negatively about any of their people or anyone else while in the company of anyone.

9. Help each of their salespeople achieve their professional and personal goals.

10. Be open and accountable to others.

11. Realize their objective is not only to make the numbers, but also to develop their people.

12. Impact everyone with whom they come in contact in a positive manner, regardless of who they are or the position they hold.

13. Know their role is to lead their people and allow their people to lead their prospects and clients.

14. Demonstrate 100% respect to everyone.

15. Develop a team that others want to be a part of, and be the leader who assures a majority (if not all) of the people on the team are recognized and promoted for their performance.


As you can see, these attributes are not out of reach of most sales managers – if they are willing to put effort into becoming a leader!