Mark Cuban, Warren Buffet, and Howard Schultz. Different stories, different industries. Yet all of them have an underlying thread that connects them. All three are/have been phenomenal CEOs, and all three have a sales background.
Sales is at the heart of everything. Great sales leaders always forge into some of the greatest CEOs.
Mark Cuban once said “You have to be able to sell, and do you know who the biggest salesperson in your company has to be? You.”
The complexity of a sales leader’s job is only going to increase due to ongoing economic uncertainties and growing duties.
In a market that is constantly changing, great sales executives look at how to strike a balance between meeting current revenue targets staying ahead of the economy, and shifting buyer dynamics.
Sales executives who prioritize daily performance to meet targets will find it difficult to guide and sustain long-term business success. They are evaluating how they might hone and expand the know-how, abilities, and proficiency needed to succeed both now and down the road.
Being a sales leader is a complicated and varied job that calls for a careful and balancing act between abilities and traits. Although there isn’t one strategy that works for everyone, there are a few guiding concepts that can assist.
Questions Great Sales Leaders Must Ask Themselves
It is the sales leader’s responsibility to acquire and hone the abilities and know-how required to fulfill these new expectations.
Forward-thinking leaders have revised their skill set and methodology to align with the demands and proficiency of the modern, broad-based sales leadership position.
By aligning their goals and skills alike to cater to changing needs, entrepreneurs like Mark Cuban and Howard Schultz have positioned themselves as industry leaders.
Gartner says that the following questions are a must for a sales leader to answer:
- How should I guide the sales function through change?
- What coordination and alignment with other corporate functions is needed to better profits and results?
- How to better communicate with the C-suite regarding the importance and impact of the sales team?
- How can sales help other departments to achieve their objectives and meet their requirements?
- Which personal characteristics or talents should I focus on developing to become a better leader?
