The Top 9 Traits That Make a Great Sales Leader

Everyone strives for greatness! Whether as an athlete or a student, as a sales leader or a parent, as a volunteer or an engineer. In every aspect of our life, we want to be great.

‘Great’ does not mean to be ‘the best.’ The absolute title of ‘the best’ or ‘GOAT’ is often a ridiculous goal. In the US alone, there are 120 million parents of children under the age of 18. It is enough to be a great parent and the best to your children.

Greatness is a quality that comes from within us; it is the result of learning and practice; it expresses skill, achievement, or power, and it can be recognized by those around us.

After 25 years of leading sales teams, I am opinionated about what constitutes great sales leadership.

Part of this stems not only from my experience as a sales leader and running a Sales Leadership business but also from selling into sales and marketing organizations for many years. Setting up a meeting with the VP of Sales and Marketing, walking through their offices to a conference room, engaging with team members, and their use of technology, among other things, gave me a solid impression of the culture the leader had created. Sometimes I could picture myself working there; sometimes, I could not leave fast enough.

Whether I learned something from it and became a better leader myself is for others to judge.

Leadership has some universal qualities. And so, the below list is not the first of its kind. Many authors have compiled their personal favorites. Let me simply share my personal top 9 list relevant specifically to a sales leader (and not listed in any particular order).

1.     Empathy is a valuable trait that can help you connect with others on a deeper level. When you start with listening, you are giving someone your undivided attention and showing that you care about what they have to say. Responding with honest compassion and understanding means putting yourself in their shoes and recognizing their feelings and emotions. Empathy can help you build stronger relationships, foster trust, and create a more positive work environment.

2.     Integrity is a cornerstone of good leadership. It encompasses a range of traits, including honesty, sincerity, truthfulness, transparency, ethical behavior, and strong moral values. Leaders with integrity are respected and trusted by their colleagues, employees, and stakeholders. They lead by example, are accountable for their actions, and make decisions based on what is right, not what is expedient.

3.     Passion is a powerful motivator that can inspire others to greatness. When you are passionate about something, your enthusiasm and energy can be contagious. In sales, being passionate about the product or service you sell is essential to success. Your excitement can help you build rapport with potential customers, demonstrate your expertise, and close more deals.

4.     Humility is an often-overlooked trait that can help you build stronger relationships and become a better leader. Appreciating those around you, being grateful for your role, and being gracious toward others are all signs of humility. Being open to feedback and recognizing that you are not perfect can also help you grow and improve as a leader.

5.     Accountability means taking responsibility for your actions and the results of your team. It's easy to take credit when things go well, but true leaders accept blame when things go wrong. Taking a little more than your share of the blame and a little less in praise shows that you are a team player who is committed to the success of the group.

6.     Inspiration is the ability to provide others with an unconscious burst of creativity. It's not about having the best ideas or being the smartest person in the room. Instead, it's about empowering others to think creatively, take risks, and push the boundaries of what is possible. Leaders who can inspire their teams to greatness can achieve extraordinary results.

7.     Decisiveness is critical to effective leadership. As a leader, you will be faced with countless decisions every day, from major ones like hiring and product innovation to small ones like how to structure a meeting or allocate resources. The ability to make decisions quickly and decisively is essential to keeping the team moving forward and achieving your goals.

8.     Reliability is a trait that people rely on. Those around you, especially those who rely on you, count on your consistency and dependability. Being erratic or unpredictable can lead to confusion, frustration, and mistrust. Being reliable means following through on your commitments, communicating clearly and effectively, and being there when you are needed.

9.     Positivity is a powerful force that can transform a team or organization. Even in the face of challenges and setbacks, a positive attitude can help you stay focused on the big picture, maintain your motivation, and inspire others to do the same. Negativity can be contagious, but so can positivity, and it's up to you to choose which one you want to spread.

Vendux has a roster of great Sales Leaders. Talk to us if you would like to find out how they can help you and your business.