Sales Leadership

Leading for Sales Success

Sales Leadership takes two forms. The first is the sales person as leader in the buyer seller relationship. The second form of sales leadership is as the leader of a sales team

A successful sales person understands that the best way to sell is by leading not pushing. Lead by:
- Being the expert regarding your product
- Understanding the needs of your customers
- Able to suggest ways for your product/service to make a meaningful contribution to your customers’ success
-Asking the right questions to show customers you care
- You succeed because they succeed: win-win selling


Leading Your Sales Team

As a team leader or manager, your goal is to get work done through others. There is a difference however, between managing people and leading them.

- The same person can lead and manage: Can be separate parts of the same job
- Managing is task oriented. Leading is people oriented
- Managing is about telling; leadership is about persuading
- Leaders create environments for people to succeed.
- Leaders lead by example
- Leaders offer opportunities for development

A true leader thinks in terms of how they can help their team succeed. This is Servant Leadership. Leaders succeed because their team does. Managers tend to think in terms of their own needs first.