What do salespeople want from their leaders? 6 traits to know

Welcome to the Salesblazer Highlights newsletter! Twice a month, we spotlight tips, tricks, and best practices from leading sales professionals.

This week, we’re sharing resources to help improve sales processes. We go over ideal leadership traits (with some leadership qualities that drag sales teams down), and proven methods for achieving sales excellence. Then, we cover sales acceleration strategy and planning with a step-by-step guide, plus everything you need to know about pricing but are afraid to ask.?

There are also a few opportunities for sales professionals to come together – look below the fold to find our webinar on sales forecasting and our ongoing interactive Agentforce workshops.?

It’s easy to spot a terrible leader – and it’s much worse to work for one. Micromanagement, lack of vision or strategy can leave salespeople in the dust when it comes to hitting their quotas and driving revenue.

A great leader, however, not only sets out objectives for their teams – they set the tone. A great sales leader motivates their team while keeping the bigger picture in mind. It’s a difficult balance to maintain, but striking the right balance is a winning situation for sales teams and their workplaces.?

These are five qualities that sales leaders should have to be successful for themselves and their teams, plus the most important quality that often isn’t discussed at work.?

• Decisiveness: Strong decision-makers align difficult choices with company values and goals – all while taking responsibility for the outcomes. Great sales leaders listen to their teams, rely on trusted data to back decisions, and maintain confidence in their ability to make impactful calls that drive success.
• Operational mindset: Operational thinking means consistently looking for ways to streamline processes and improve productivity. By regularly analyzing performance data and identifying trends, great leaders can implement changes and coach their teams to improve.
• Strategic and tactical thinking: Great sales leaders need to balance long-term vision with action by setting clear goals and breaking them into actionable steps for their teams. They use data to make informed decisions, communicate plans effectively, and trust their team to execute while providing occasional hands-on support when necessary.
• Resourcefulness: Whether it’s resolving communication gaps or fast-tracking internal approvals, great leaders remove obstacles to keep their teams focussed on their goals. They find solutions to maintain progress?– even in challenging situations – and take advantage of their relationships and resources to ensure their teams are successful.?
• A sharp eye for talent: A great sales leader knows how to spot top talent in hiring, and recognize what makes top performers stand out on their own teams. They understand the skills needed to succeed, and how to nurture those skills alongside growing teams and goals that change on the fly.?

And the last trait is something that isn’t necessarily taught in MBA courses, yet it’s one of the most decisive factors in what makes a great leader because it’s about how they work under pressure with constant changes and during stressful situations.??

Read the full article to find out the most important trait of sales leaders

Further reading:

Sharpen your sales skills with these trending articles:

5 proven methods for driving sales excellence

A strong sales team is a major revenue driver. See how you measure up against these five strategies for improving performance – from using the right tools to having the right kinds of conversations.

Complete guide to pricing strategies: Types, benefits, and examples

The prices you set will set the course for profitability and revenue. This guide will help you make more informed decisions about pricing, and help you understand which pricing models work better for which businesses.

6 tips for using sales acceleration to close deals faster

Higher competition and missed quotas: That’s the story of sales teams in recent years. To get ahead, sales teams need to double down on adaptable strategy and planning. Here are the six steps your team needs to take to speed up time to close with sales acceleration strategies.?

Upcoming events:?

The future of forecasting with Salesforce?

January 29, 2025 at 9am PST

Learn how Salesforce’s Data Cloud can unify your data to create accurate forecasts for any business model. This webinar will show you how to simplify revenue predictions, enhance visibility, and drive business growth with ease.

The new era of AI: Say hello to Agentforce for Sales?

On-demand webinar

Learn everything you need to know about Agentforce but were afraid to ask. This webinar features demos of Agentforce for Sales with the skills that help build pipeline and coach reps. You’ll learn the basics of AI sales agents from the people who created them, plus how to integrate them into your sales strategy.

Agentforce for sales hands-on workshops

Ongoing

These interactive workshops will have you setting up your own working agents in minutes. See how easy it is to create, deploy, and optimize Agentforce for Sales, and how to set up the skills needed to nurture leads and set up sales roleplays.

Heard the latest on Agentforce? Get up to speed in the Salesblazer Community on Slack.?

The Salesblazer Community has been buzzing with questions about the recent launch of Agentforce for Sales. So we created the #ask-sales-agents channel in Slack as a place to answer your questions, share updates and announcements, and exchange resources around anything and everything Agentforce. Drop by and join the conversation!

Not a Salesblazer Community member yet? Join on Slack and connect with sales professionals in your area.