5 Essential Ingredients of Successful Sales Leadership 86

5 Essential Ingredients of Successful Sales Leadership - let's reach success

This is a guest post by Monika Götzmann, the EMEA Marketing Director of Miller Heiman Group, a global sales training and customer experience company. Monika enjoys sharing her insight and thoughts to provide better sales and leadership development training.

Businesses invest significant sums into sales managers training, but the question of exactly what makes a great leader is quite complicated, because leadership can be assessed in different ways.

Essentially, a truly great leader needs to oversee strong business performance, build solid relationships, maintain staff morale and much more.

To help get you started, here are five of the most essential ingredients for successful leadership within the sales world.

1. Providing the Right Tools.

First and foremost, successful leaders must provide their team with the appropriate tools to do their job effectively. At a very basic level, this means providing tools that allow core sales activities and processes to take place, but it also means aligning processes with customer expectations and making activities efficient.

Leaders should have a continuous dialogue with their customers, so they can accurately gauge expectations and understand buying habits.

Where possible, leaders should then embrace technologies or strategies, which not only make sales easier for staff to achieve, but also make the entire buying process easier for customers.

2. Rewarding Good Performance.

Although staff members are motivated by different things, generally speaking, good performance requires appropriate compensation.

A successful sales leader will, therefore, pay staff members fairly, be willing to pay enough to attract the best sales professionals and offer rewards for truly excellent performance.

Of course, rewards do not need have to be financial only. An effective leader will identify strong performers within the business and provide them with opportunities for career progression, while some leaders advocate ’employee of the month’ type awards.

Ultimately, whatever the reward is, it should provide compensation for hard work.

3. Being ‘Real’ or Authentic.

When leading a sales team, it is absolutely essential to have credibility and command respect. It is for this reason that management and sales training must advocate authenticity.

This means telling the truth, following through on promises, owning up to personal mistakes, taking responsibility and doing the things you believe are right.

“In leadership, authenticity quite simply means unique or original,” says Steve Rush, an author and leadership expert writing for Forefront Magazine. “One of the easiest ways to mess up is by trying to sound or behave like somebody else. If you say and do what you genuinely believe, you are authentic.”

4. Communicating Effectively.

When you look at leaders in any field, perhaps the most important quality they all possess is the ability to communicate effectively.

Therefore, when developing leaders, a huge amount of attention must be paid to improving communication skills and highlighting exactly how a leader should talk to people.

Good communicators are able to engage listeners and articulate their points clearly. However, they are also aware that communication consists of more than what is said. Research shows that more than 50 percent of what we communicate comes from our gestures and body language, while tone also accounts for more than a third.

5. Developing and Utilising Key Metrics.

Last, but by no means least, effective sales leadership requires the development of genuinely useful metrics, which can then be utilised to steer performance and outline success.

To do this, it is important to define key predictive indicators and clearly identify exactly what constitutes success in each of the different sales roles.

Once you can define exactly what greatness is, you can work towards achieving it. Use your metrics to pick out areas where performance is lagging, and collaborate with staff to set goals based on improving these metrics. Similarly, you can identify areas of strong performance and look at ways to replicate it across other areas.

What does successful sales leadership mean to you?

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What the Richest People in the World Have in Common 6

What the Richest People in the World Have in Common

Getting rich is something everyone dreams about.

For those facing financial hardships, getting rich seems the only way out to tide over shortage of money. For the bourgeoisie – the working class – getting rich conjures up visions of stuff they want to buy for luxury or higher social status. Millionaires also wish to get rich: they want to become billionaires and enter Forbes List of the world’s wealthiest people.

Unless you inherit a fortune or get lucky at lottery or sweepstakes, getting rich can be quite tough.

Yet, there are countless rags-to-riches stories around the world. Enterprises such as Amazon, KFC, Facebook or SpaceX have become runaway successes within a short span. The reason: their founders have several things in common, which is rare among other people.

Here we look at various traits that the world’s richest and most successful entrepreneurs have in common.

The Common Traits of The World’s Richest People

The Common Traits of The World's Richest People

1. Serving People.

“If your only goal is to become rich, you will never achieve it,” said John D. Rockefeller, who laid the foundation stone for America’s giant petroleum industry and his own enterprise, Standard Oil. The same adage holds good today.

Facebook, for example, was launched by Mark Zuckerberg and his roommate, Eduardo Saverin to allow Harvard University students to share profiles and pictures

There are countless such examples of ordinary people striking rich. However, they share one thing in common: serving people. The main objective of launching these enterprises was to make life easier or enjoyable for people rather than earning money.

2. Reading Books.

Microsoft founder Bill Gates, celebrity TV show host Oprah Winfrey, SpaceX and Tesla CEO Elon Musk, Berkshire-Hathaway CEO Warren Buffet and several other extremely rich people of the world have one more thing in common: they are avid readers.

Bill Gates reads at least 50 books every year – an average of nearly four and a half books per month.

Elon Musk owes his success at SpaceX, the project to open space tourism to his love for books and the knowledge he gained from them about rocketry. Oprah Winfrey attributes her success to dozens of books, including some 70 top titles she read on her way to success while Warren Buffet spends about 80 percent of his day reading books.

3. Long-Term Financial Strategies.

A report by CNBC states, all wealthy people depend upon long-term financial strategies rather than short-term gains. They utilized their earnings and savings to invest in safe stocks that would assure gains in the long run rather than indulging in risky trading that can offer high returns.

Such financial planning and decisions ensured they do not lose money. Further, they invested money in their enterprises without the hope of immediate returns.

These wealthy people first focused on building a brand, offering value for people to identify with the brand. And later, popularize the brand through word-of-mouth publicity, which is more effective than traditional advertising.

4. Never Say Die.

Yet another common character trait shared by the world’s richest people is, they are not quitters.

Like every other human on Earth, these wealthy folks also witnessed ups and downs in life. Some of these were so overwhelming most ordinary people would have called it quits and gone in search of easier ventures.

Brian Chesky, Joe Gebbia and Nathan Bleckharczyk, founders of Airbnb, the world’s largest hotels and accommodations aggregator were plagued with financial problems.


Heavily encumbered with debts, bankruptcy was staring at these entrepreneurs in the very eye. Yet, they did not budge. They innovated their service that made Airbnb the world leader in its field today.

Another excellent example is Colonel Harland Sanders, whose recipe for fried chicken was rejected as many as 1,009 times before it was accepted. Col. Sanders is the founder of global chain Kentucky Fried Chicken or KFC.

5. Accepting Criticism.

Most people flee from criticism of any sort. Rather than learning from negative comments arising out of their behavior or work, they take umbrage rather quickly. Yet, they do not bother to amend their behavior or work pattern.

All wealthy people, however, are different. They are willing to be criticized for introducing new ideas or thoughts.

Jeff Bezos, founder of Amazon, rightly says that those who will try and do something new must be willing to draw criticism.

Steve Jobs, founder, Apple, Inc. puts it in even stronger words: “If you want to make everyone happy, do not become a leader; sell ice cream instead.”

The success of Amazon and Apple proves their founders were right when it came to accepting criticism.

6. Out of The Box Thinking.

how regular life looks like and why it won't make you happy

Thinking outside of the ‘box’ or a typical mindset is often impossible for most people. Understandably, because everyone draws their mindset from factors and circumstances they are raised and educated in.

This mindset eventually becomes a formidable fetter for anyone wanting to become an entrepreneur. Generally, most people follow the flock and take professions they falsely believe as best suited for their skills. Others try to follow footsteps of their parents.

The wealthiest people in the world never followed flock or took lucrative professions of their parents.

Mark Zuckerberg’s father was a dentist and mom – a psychiatrist. Bill Gates’ dad was a banker father while his mother was a lawyer.

Despite coming from wealthy families, they chose to follow their passion rather than confine their thinking to the proverbial boxed mindset. Col. Sanders had lost his parents at a young age of six years and had to shoulder responsibilities of his siblings.

Other Examples of What The Wealthiest People Have in Common

As we can see, these qualities or personality traits are common to the world’s richest people. It sets them apart from others. Most of them launched small enterprises with the sole purpose of bettering the lives of people. Their products or services gained popularity because money was never their consideration. Widespread use of their technology, products, and services eventually led them to become wealthy.

These traits are not typical to the US or the western world, as one may mistakenly come to believe. A glance at some richest people in India and elsewhere also reveals, they share the same characteristics with their American counterparts. This amply proves that richest people around the world share something in common, regardless of where they live and flourish.

Another common trait that all rich people share in common is philanthropy.

Since childhood, they believe in giving back to the society and helping the underprivileged. They practiced charity when they were not so rich and continue to donate money for the betterment of the society even after becoming billionaires.

These richest people on the planet never waited to become wealthy. Instead, they were philanthropists since childhood – a trait most other people pathetically lack or try to foist upon themselves to gain popularity.

In Conclusion

It is not easy to become wealthy. Or everyone would become a millionaire. People who do make it to the top have a different way of thinking combined with an undying zest for learning new things and educating themselves.

They do not consider conventional learning at universities as the end of their education. Instead, they try and acquire new skills every day and find ways and means to become better humans rather than focusing on fattening their purses.

The world’s wealthiest people also share one common trait: they are not people pleasers, despite their generosity and willingness to serve the society. Because they know, trying to please everyone will get them nowhere and could mean possible failure.