Wednesday, December 19, 2007

The Essential Qualities Of Successful Sales Leadership

Any sales leader knows that leadership is a combination of science, art and skill. Jonathan Farrington published some thoughts on the idea of sales leadership (and probably, leadership in general) and I found his insights… insightful.

While the concepts certainly aren’t new, it always seem to find simple reminders of powerful concepts to be interesting and valuable.

Mr. Farrington lists the six most essential qualities as:

  1. Enthusiasm
  2. Courage
  3. Self Confidence
  4. Integrity
  5. Interest
  6. Humor
Personally, I enjoyed his thoughts on integrity to one’s self, the company, superiors and associates and the requirements that places on the individual to uphold that integrity:

“A leader keeps promises. They keep their promises to their associates as meticulously as those made to their superiors. They keep promises made to themselves, which are the hardest to keep and failure in this is the easiest to rationalise. They can keep all these promises because they never commit themselves rashly; but always within the limits of reality and their present capabilities in terms of personal ability. Part of this matter of integrity is certainly, unquestioned loyalty to their organisation - to its reputation as well as their own. Also they must have loyalty to their products and to their associates and loyalty to their industry.”
If you have any alternate ideas on leadership, post a comment and let me know.

1 comment:

Leola said...

I’d pick “Enthusiasm” as the quality I value the most. A good leader must be enthusiastic and passionate about his work all the time. He must remain positive and determined to make things work out perfectly even against all odds. A leader’s job is to inspire and bring out the best in his followers. If a good leader holds on to this quality, then he would definitely come a long way, and so will his followers.

Leola Highsmith