From a rise in virtual selling to changes in buyer behavior, the sales landscape looks different now than it did just a few years ago. As a result, sales leaders have had to adapt. While a good attitude and a competitive drive have always been essential, the most successful sales leaders do more to ensure they’re leading as best they can.

Sujan Patel, the founder of Mailshake, says that becoming an effective sales leader requires different skill sets – and not all successful sales reps make exceptional leaders.

So, how can you expand your skills or help those on your team prepare for leadership roles? Read on. In this issue of PromoPro Daily, we highlight Patel’s thoughts on some of the key traits for effective sales leadership.

  1. They’re adaptable. Things change quickly in sales and business. The strategies that work well now may not work so well in a few years or even a few months. Patel says the most successful sales leaders know this and work to adapt quickly to changing trends and customer needs.

  2. They’re intuitive. Strategies are important, but the most successful sales leaders understand the importance of trusting their gut. This comes through experience. Patel says exceptional sales leaders confront new situations with grace and when something doesn’t go as planned, they have an intuitive sense on how to redirect their team.

  3. They’re resilient. Sales can be a feast or famine line of work. The best sales leaders stay resilient through these peaks and valleys, Patel says. They don’t let success or failure define them. Instead, they focus on the long term and keep going, even when times get tough.

  4. They’re assertive and optimistic. You can speak firmly without being aggressive and you can stay positive even when things don’t go as anticipated. Patel says the best sales leaders have a can-do attitude. They never give up on themselves or their team.

  5. They’re driven. According to Patel, sales leaders need to be disciplined, motivated and capable of staying on top of their work. It’s this kind of passion that probably led them to a leadership position to begin with. Leaders who are driven to success often impart this same kind of enthusiasm to their team members.

  6. They communicate well. The most successful sales leaders have a grasp on communicating with their employees, colleagues, prospects and clients. They know how to expertly handle each interaction by phrasing questions and directives carefully. Patel says they also know how to attentively listen to the other person and display calmness in all situations.

Leading a sales team isn’t without its challenges, but it can also be one of the most fulfilling roles you’ll ever have. Whether you want to inspire the next generation of sales leaders or lead your team better today, focus on developing the traits above.

Compiled by Audrey Sellers
Source: Sujan Patel is the founder of Mailshake, a sales engagement software.