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What makes a sales leader great?

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What does a great sales leader do that a good one doesn’t? If you’re lucky, you’ve worked for a least one great sales leader in your career. But have you ever stopped to ask what exactly it was that made her great. 

In most cases, we will say it’s because she had vision or was a good communicator or was fun to be around or was a good motivator. These are all good answers, but good sales leaders have these traits, too.

The difference between good sales leaders and great sales leaders is that great sales leaders get more out of their people than those people can get out of themselves. Great sales leaders are force multipliers. They see things in us that we don’t see in ourselves and work to bring out those strengths. 

Great sales leaders get us to bring more to the table than we ever thought we could. They expect us to deliver to our full potential and get us to believe that that potential is greater than we know. Good sales leaders do all the stuff great sales leaders do, but great sales leaders go further. They get us to do more than we can do alone. 

Are you great a sales leader? Can you get more out of your people than they can get out of themselves? I think you can.

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Jim Keenan is the founder of A Sales Guy Consulting and was named a Top 50 Sales and Marketing Influencer by Top Sales World. For more information, go to


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