In many organisations across many industries Sales Leaders often come from within the ranks of the sales team. They have been high performing sales executives, delivering outstanding results, and based on this performance, they are promoted to Sales Manager. The challenge is, the vast majority of them are not given either the support or the roadmap to make a successful transition from individual contributor to sales leader. The skill sets required for both roles are vastly different. Without this essential roadmap, the new sales leader does what any logical person would do – they copy the example set by their leaders. Unfortunately though, in many companies, the example set by senior leaders is not the example that underpins sustainable & replicable results, yet alone, exceptional results. And one of the biggest elements of this is what I call leading by absence. Far too many leaders are missing in action. They are certainly not delivering to the team their greatest gift.

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