Sales leadership isn’t easy
You’re juggling targets, coaching salespeople, managing pipeline pressure, dealing with upper management, and probably trying to keep a team motivated through tough quarters. It’s a lot. So when things aren’t going to plan—missed KPIs, inconsistent performance, high turnover—most sales leaders start tweaking their team’s behaviour.
More scripts. More meetings. More activity.
What if we told you that’s not where the real problem lies? Because the #1 mistake sales leaders make—without even realising it is this:
They Focus Too Much on the Team… and Not Enough on Themselves.
It’s a tough pill to swallow.
Many sales leaders fall into the trap of managing outcomes instead of leading people. They react to results instead of building the foundation for them. They spend so much time trying to fix their team that they overlook the biggest lever for change—themselves.
And we get it. When the pressure is on, it’s easier to point out what others aren’t doing than reflect on what you could do differently.
Great Sales Teams Don’t Just Happen
Great sales teams don’t just happen. They’re built, coached, and inspired by great sales leaders. So if your team is underperforming, disengaged, or just inconsistent—take a look in the mirror. Are you:
• Modelling the right behaviours? Your team watches more than you think.
• Providing meaningful coaching? Not just pipeline checks, but actual development.
• Creating clarity? Vague goals and unclear expectations kill momentum.
• Leading with empathy? People don’t follow titles—they follow people who care.
• Investing in your own growth? Your team can only grow to the level you lead them to.
Here’s the thing – you don’t need to be a superhero to lead well. You just need to be intentional. And that starts with knowing what kind of leader your team actually needs—and how to become that person.
So, what’s next?
If you’re a Sales Leader—or leading Sales Managers—it might be time to stop managing and start leading at a higher level. Because the truth is, your team’s results will never outgrow your leadership.
At Healthy Business Builder, we work with businesses just like yours to deliver tailored Sales Management Training that turns reactive managers into strategic leaders.
• Lead better.
• Coach more effectively.
• Build a culture your team wants to be part of.
Ready to level up your leadership?
Contact Healthy Business Builder today to discuss how we can help your Sales Leaders thrive. Call 1300 833 574 or Email info@hbbausgroup.com.au
Author – Garret Norris – https://www.linkedin.com/in/garretnorris/
