Is There A Connection Between Leadership And Sales?

Is There A Connection Between Leadership And Sales?


As a top business woman in South Africa I’ve come across many leaders in corporate and in smaller businesses. One of the elements I’ve noticed that is fundamental to all leaders is their energy. Have a look at South Africa’s most famous leaders: Mandela at over 90 – he still has an incredible amount of energy! I was at a dinner with The Arch (Desmond Tutu) and he came around to every person there and shook their hand and had a conversation with them. I was so amazed, and of course privileged.

If we look at business and at the top sales people you will find that those who have made their money primarily through selling are full of energy too. Selling requires energy. So to be a leader in sales, energy is a must.

Trying to be someone you aren’t can be painful, you lose your energy. Having a supply of strategies that you can use based on your own strengths is easier and much more lucrative. This is true whether you want to increase sales or be a leader.

The secret to staying energised

How do you keep your energy up so that you can be a leader or a great sales person? What is the secret?

  • Celebrate all wins! It builds confidence and energy and naturally will move you towards your greatest potential. The more you acknowledge your wins with a “high five” or a “shout” or a “Yesss” the more it will anchor the energy into your mind and your body.
  • Use this stored energy when you need to muster up courage or create confidence when you know you will need it for an important presentation, call or conversation. It allows you to control and manage your emotions better so that you can perpetuate passion, excitement and confidence.
  • When you need the energy think back to the last few celebrations – imagine them as you walk into the presentation or make that important call etc. It will give you more confidence and you will feel great.

What is a win? It is anything that you want it to be. If you are in Telesales and find it difficult to talk to a certain customer – talking to them is a win. If you have been trying to get past a Secretary to get an appointment with the boss – getting the appointment is a win. If you are a leader and have made a great presentation – that is a win! Celebrate them all. Celebrate when your staff does any of these – celebrate with them to create a culture of positivity. So you increase the energy.

How can this take you to leadership?

If you focus on what you naturally do well, repeat it, study it, improve it, practice it, and get comfortable with it, two incredible things happen. One, you become infinitely more powerful, confident, wealthy and you move at top speed. Second, your weaknesses and frailties seem to automatically dissipate and become non-issues.

Look at all the top leaders – do you notice their weaknesses? Look at the top sales people you know – are they confident in their abilities?

All leaders have sold to you – what have they sold? Themselves! The days have gone when Accountants are CEO’s and MD’s of Companies. In the 21st Century you need to be able to sell to be a leader – people will want to follow you if you are able to sell yourself and what you are, and stand for.

In business the message is clear; you have to know how to sell.

Lorna Powe
Lorna Powe has worked as an executive level business professional for over 15 years. She is experienced in leading business and technology change to ultimately meet strategies, and improve business performance. She is the Founder of SalesPartners RoseBankTM, a global sales and business development company that helps entrepreneurs and organisations increase sales and leadership, improve profitability, and build championship teams. Visit the Sales Partners Rosebank website for more information