Leadership is an acquired skill!

Are You the Leader Your Salespeople Want to Follow

In the fast-paced world of sales, leadership can make or break a team’s success. Salespeople are naturally motivated by goals, but to truly thrive, they need more than just targets—they need a leader they want to follow. Here are key areas where you can strengthen your leadership and action steps to ensure your salespeople see you as the guide they trust.

1. Be Transparent and Honest

Your salespeople need to trust you. Trust is built when leaders are honest, even when the news isn’t positive. Transparency fosters an environment where your team feels secure in the direction the company is going and their role within it.

Action Step: Hold a monthly "State of the Team" meeting where you review wins, challenges, and where improvement is needed. Be candid about the company’s goals and invite open questions.

2. Lead by Example

Salespeople pay attention to how their leader behaves, especially in stressful or high-stakes situations. If you expect hard work, resilience, and focus from your team, demonstrate these traits yourself. Leading by example will inspire your team to follow suit.

Action Step: Be the first to engage in prospecting activities or handle tough client negotiations. Let your team witness your work ethic and commitment in action.

3. Provide Growth and Development Opportunities

The best salespeople are always looking to improve. If you provide continuous opportunities for learning and growth, they’ll not only stay longer but also perform better. Leaders who invest in their people show that they care about their long-term success.

Action Step: Create a personal development plan for each salesperson. Set aside regular one-on-one meetings to review their goals, challenges, and progress toward new skills.

4. Foster a Culture of Accountability

Accountability ensures that everyone on the team is contributing their best effort. But accountability starts with the leader. You need to hold yourself and your team to high standards while providing the tools they need to succeed.

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Action Step: Implement a regular cadence of check-ins and reviews. Use these to assess progress, provide feedback, and adjust plans as necessary, keeping yourself and the team accountable to targets.

5. Encourage Innovation and Autonomy

Salespeople don’t want to be micromanaged, but they also don’t want to feel like they’re on an island. Striking a balance between autonomy and support can energize your team. Encourage your salespeople to try new strategies, think outside the box, and own their sales process.

Action Step: Empower your team to make decisions by setting clear expectations and giving them space to execute. Celebrate creative approaches and give them room to test new ideas without fear of failure.

6. Celebrate Wins and Acknowledge Effort

A strong leader knows the importance of recognition. It’s not just about hitting numbers—acknowledging the hard work, determination, and resilience your salespeople show along the way goes a long way toward building loyalty.

Action Step: Start a team tradition of celebrating both personal and team wins, whether through weekly shoutouts, team emails, or a dedicated "Wins Board" in the office. Don’t forget to acknowledge the efforts behind the wins, not just the results.

7. Be Approachable and Open to Feedback

Salespeople thrive when they feel heard. An open-door policy where your team feels comfortable sharing their ideas, concerns, and feedback will strengthen your leadership bond. Being approachable shows, you value their input and are willing to grow alongside them.

Action Step: Schedule informal coffee chats or casual lunches with your team members. During these, let them express any thoughts on their work environment, sales processes, or challenges they’re facing.

8. Create a Vision and Inspire with Purpose

Salespeople want to be part of something bigger. As a leader, it's your job to paint a clear vision of where the team is headed and inspire them with the purpose behind their work. When they understand how their efforts contribute to a larger goal, they’re more likely to remain engaged and motivated.

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Action Step: At the start of every quarter, present a vision for the upcoming months. Tie team goals into the company’s broader mission and explain why their individual contributions are essential to the bigger picture.

Great leaders aren’t born… they are developed! I have helped many become the leader that salespeople want to follow, however, it requires intentionality and consistent action. By focusing on trust, accountability, growth, and recognition, leaders can create a culture where their team feels inspired and supported. Reach out if you would like to become the leader that salespeople will not only follow but thrive under.