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I read this article on two occasions, during the Executive Master in Leadership & Development at Universidade Católica Portugues and during the Strategic Sales Management program at Harvard. And every time I read it I have new insights. For this reason, I share some notes I made about the article.
In the article “The 7 Attributes of the Most Effective Sales Leaders” by Steve W. Martin, the author highlights the characteristics of the most successful sales leaders. These leaders are able to lead their teams to achieve goals and results, and have a deep understanding of the sales process and customer needs.
The first attribute is customer focus. Effective sales leaders are highly customer-focused and understand their needs, wants and challenges. They strive to build lasting relationships with their customers and are able to meet their needs effectively.
The second attribute is results orientation. Effective sales leaders are always focused on achieving results and achieving goals. They set challenging goals for their teams and motivate their salespeople to achieve them.
The third attribute is leadership ability. Effective sales leaders have exceptional leadership skills and are able to inspire and motivate their teams. They create a collaborative work culture and encourage innovation and creativity.
The fourth attribute is coaching ability. They have exceptional coaching skills and are able to help their salespeople improve their sales skills. They offer constructive feedback and create action plans to help their sellers improve.
The fifth attribute is sales knowledge. They have in-depth knowledge of the sales process and are able to apply this knowledge across their sales and teams. They stay up to date with market trends and use this knowledge to make informed decisions.
The sixth attribute is adaptability. They are able to quickly adapt to changes in the market and sales industry. They are flexible and willing to change their sales approach to suit market needs.
The seventh attribute is integrity. They are trustworthy and ethical in all of their sales interactions and negotiations. They value honesty and transparency and are committed to building long-term relationships with their customers.
In summary, the most effective sales leaders are customer-focused, results-oriented, have exceptional leadership and coaching skills, in-depth sales knowledge, are adaptable, and have integrity. These characteristics make them capable of leading their teams to achieve significant results and build lasting relationships with their clients.
And you Leader, how are you developing in these attributes? Read the full article in this link.
Source: https://hbr.org/2015/09/the-7-attributes-of-the-most-effective-sales-leaders