Sales Coaching Blog

What Makes a Great Sales Leader?

Posted by Dr. Clint Longenecker

January 30, 2015

By Dr. Clinton O. Longenecker

Stranahan Distinguished Professor of Leadership and Organizational Excellence

The University of Toledo

Wherever I travel these days everyone is talking about leadership! And it doesn't matter what type of organization or industry or organizational level. Leadership is the hottest topic in organizational America. And for good reason, as leadership has been shown empirically to have a direct impact on such key organizational performance variables productivity, teamwork, employee development, problem solving, effective organizational change, creativity, and yes, sales revenue just to mention a few.

There's lots of definitions for the word leadership but I like this one: “a leader is someone who makes positive things happen and gets results with and through people!” So as a person who studies leadership for a living here is an important question for you: “Who is the best sales leader that you’ve ever worked for during your career and what was it that made this leader so great?”

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Topics: Leadership, Sales Management Leadership

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