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Can you name the one or two best sales managers, or business owners you’ve ever worked for?  If so, how did they make you feel?  What qualities or traits did they have in common, or which ones do you most try to emulate in your own company? 

I work with a lot of business owners and managers, and I can tell you that the most successful ones all have at least four core characteristics in common.  Many of them possess other qualities as well, but these four "Secrets" as I call them are always at the centre of their power and charisma. 

As you read through them, ask yourself which ones you currently have, which ones you’d like to strengthen, or which ones you can develop.  Once you master them all, you will be able to lead any team and any company to greatness. 

Here they are:

#1:  Unbounded Optimism.  Ask any great sales leader to describe the future, and they will always tell you it’s a wonderful place.  Leaders are extremely goal oriented, have clearly identified what it is they want and what they are willing to sacrifice to get there, and they radiate an optimistic glow because they already live there in their mind’s eye. 

Because people want to feel good about themselves and their futures, they naturally gravitate to winners.  People want to work for and, in fact, work harder for people who are optimistic.  Plus, optimism is contagious.  A great leader can often turn an organization full of negativity around, and the excitement they inspire can result in greater morale and greater results. 

If you’re in a position of authority, ask yourself if you’d want others to catch your attitude.  If not, then focus on ways to become optimistic – you’ll be a much more effective leader when you are.

#2:  Rock Solid Confidence.  Great leaders are convinced they can do anything they set their minds to.  I love a saying of Napoleon Bonaparte’s: “The improbable we’ll do at once.  The impossible will take a little longer.”  A leader’s attitude is: Whatever the challenge, we’ll find a way to overcome it. 

Confident sales leaders create confident followers, and a company, family, or team with an “I Can” attitude is unstoppable.  The confidence of a great leader always inspires the best performance of his/her employees, and their team’s success just adds to and confirms the leader’s confidence. 

#3:  Integrity.  In a recent survey about what qualities employees wanted from the managers and business owners they worked for, integrity was the most desired trait people picked.  Integrity, including honesty, fairness and consistency of attitude and action, are traits that build confidence in a leader and that build loyalty in the people who report to them. 

Leaders with integrity genuinely care about the company they are building or the job they are doing, and this helps everybody feel as if their work has meaning and makes a difference in people’s lives.  Most people spend a third of their lives at their jobs, and while we go to work for a pay cheque it’s the intrinsic satisfaction someone gets from their work that allows them to feel fulfilled.  Leaders with a high degree of integrity help foster this feeling by setting the example.

#4:  Decisiveness:  All great leaders are decisive and committed to the actions they take.  This doesn’t mean they act capriciously, on the contrary, they fully weigh out and think through their options, but the key characteristic is that they aren’t afraid to make a decision and implement a plan of action. 

Most employees tell many tales of bosses who are afraid of making a decision, or who frequently go back on them, and this habit of hesitation undermines their authority and the confidence of everyone in the organization.  Leaders, on the other hand, may not always make the right decision, but they can be counted on to make a well thought out one, and then to take action on it.   If facts change or results warrant it, they are flexible enough to re-evaluate and make another decision. 

If you’re in a sales leadership role, don’t shy away from decisions.  Evaluate the data at the time and the relative need of making a decision and then choose the best course of action and commit.  Making a decision – even if it’s the wrong decision – is better than making no decision at all.

If you are in a position of authority and wish to become an effective leader, then find ways of developing or strengthening these four characteristics in yourself.  Remember, everyone is counting on you for guidance, and it is your ability to lead that will determine the ultimate result in your team or company.

Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.

About the Author
Mike Brooks, Mr. Inside Sales, works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques to improve their performance. 

Recommended Reading:
• The Secret to Closing More Sales: Talk Less
• Tired of Hiring Bad Salespeople?



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