For many organizations, the sales team is the department where everything comes together. It’s a blend of strategic forecasting, relationship building, technical knowledge, and even a little bit of psychology.
Those overlapping skills, however, can make it a challenge to identify the most effective leaders to drive success and exceed goals. While every industry and every organization will have their own unique demands, we’ve seen a handful of traits that successful sales leaders across the board tend to all share. When you’re searching for exceptional leadership, here’s what your most promising candidates will look like.
They have a “happy loser” mindset.
The “happy loser” archetype, coined by psychologist and anthropologist Clotaire Rapaille, is all about how one responds to an initial failure. For the happy loser, a “no” inspires more dedication and more work in order to get a “yes” the next time the opportunity presents itself.
This attitude must be modeled from the top, which is why it’s so important to find sales leaders who demonstrate this kind of positive, learning-driven approach. Look for leaders who are excited by a challenge and energized by rejection; they’re the ones with the mindset to thrive and to drive positive change.
They’re creative and resourceful.
Sales is an unpredictable world, even under the best circumstances. That’s why you need leaders who can roll with the punches. In some ways, these traits go hand in hand with the “happy loser” mindset: all of them are about finding ways to put a positive spin on challenges and turn obstacles into opportunities.
Ask leadership candidates to talk about examples of problem-solving in a creative way. Look at their track record and see if they have demonstrated resourcefulness in their approach to sales and to management alike, or if they’re more of a by-the-numbers person.
They’re tactical, decisive, and target-driven.
In one study, top sales managers who took personality tests scored 19% higher on self-discipline, 20% higher on being success-driven, and 27% more priority-focused than their underperforming counterparts. Sales leadership prizes many of the same traits that frontline sales work requires, but taken to a higher level and combined with the ability to drive those same qualities in others.
Great sales leaders not only possess these personality traits, but they also know how to translate them into action. Consider how your leadership candidates have demonstrated their ability to analyze information, turn it into actionable plans, and roll up their sleeves and get things done. “Eyes on the prize” is their motto.
They’re always looking to improve operations.
Smart sales leaders know there’s always room for improvement, and they keep tabs on the information that could help them find those areas. Whether it’s data analysis, talent and performance management, or adjusting for market pressures, it’s critical for sales leaders to feel comfortable with managing all the different moving parts that go into a successful sales function.
Look for leaders with a track record of improvements. Ask how they successfully handled change management, both at the wider organizational level and at the level of individual coaching and performance. Research found that 75% of high-performing leaders consistently hold their teams accountable against a clear quota, whereas just 58% of underperforming leaders say the same. Clear goals and consistency are critical, and leaders must have the skills to hold their teams to it.
They understand how to incorporate AI and other tech.
It’s true: AI can be a significant help in the sales world. According to one study, incorporating AI into the sales funnel can add up to a 30% increase (or more!) in win rates. The key, however, is understanding how to use it, not just adopting every buzzy program that appears.
Savvy sales leaders know that the real benefit of AI is in automating the “boring” tasks: the number crunching, the administrative to-dos, the scheduling. By focusing on tools that take those burdens off of your sales teams’ plates, you’re freeing up your human, skilled talent for the irreplaceable tasks: negotiating, building relationships, and actually selling. Look for sales leaders who are excited about the possibilities of AI, but who are equally excited about helping their teams shine on a human level.
At GESG, we specialize in finding top leadership across supply chain and logistics – including sales leadership who can help scale organizations and grow your clientele. Reach out to us anytime to discuss how we can help you find the leadership you need to hit your targets and keep moving forward.
Scott is one of the founders of GESG and achieved great success as an executive recruiter. He is currently responsible for all internal operations and for relationships with all Partners and Suppliers. His first-hand recruiting experience gives him a customer-focused perspective, enabling him to maintain a razor-sharp focus on our technology and system priorities. Scott works closely with other firms in our network as well as suppliers to ensure that everyone in our firm has the current technology and market research resources necessary to meet the needs and requirements of our clients, top talent, and associates.