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Qualities of a Successful Sales Leader Cheat Sheet (DRAFT) by [deleted]

What makes a successful sales leader

This is a draft cheat sheet. It is a work in progress and is not finished yet.


A good economy and business model make all sales leaders look very smart. But with success comes arrogance and reluctance to change. What many sales leaders fail to realize is that, while they run the engine in front of the train, there is a second engine in the back that is pushing the train forward. That second engine is the economy. In good times, the engine pushing in the back makes the leader look and feel good. Arrogant leaders often believe that it is their own steam that creates the forward momentum. When the economy shrinks or when the business model falters, the back engine quits pushing. That is the moment of truth in which the true sales leader will create more steam to move the train forward while poor sales leaders get stuck and get the boot.

When the economy runs out of steam, sales leaders are willing and able to build up more steam, pick up the slack, and keep the train moving ahead at top speed. How?


1. They don’t give up until they’ve found the best way to harness the collective genius of their organi­zation to reach their business object­ives.
2. They help their salesp­eople improve by clearly commun­icating what they need to do to meet the company’s goals and the expect­ations of manage­ment.
3. They coach salesp­eople and help them adopt the successful behaviors that lead to results.
4. They give their salesp­eople the right technology they need to improve their perfor­mance, drive up produc­tivity, and cut out the tedious and repetitive tasks that salesp­eople are not paid for
5. They help create sales processes that reflect how customers want to buy.
6. They associate analytics with every sales process in order to ensure ongoing improv­ement.
7. They measure their salesp­eople’s perfor­mance object­ively and create a level playing field.
8. They set high expect­ations for each team member and appraise and review results on a regular basis.
9. They praise good perfor­mance in public and consis­tently celebrate high achiev­ement.
10. They help salesp­eople connect with C-level executives to help increase the chances for closing the sale – without taking over the salesp­erson’s role.
11. They create effective compen­sation and incentive programs that are motivating to the sales team.
12. They generate hope and optimism throughout the sales organi­zation and help their team grow and win against an overwh­elming tide of adversity.