Sales Managers vs Sales Leaders

Quick Notes - Sales Leaders:

Both sales managers and leaders play an integral role in a successful sales force.
Understanding the types of leaders is important information for any business owner that needs a specific job completed.

Some may argue there is no difference between Sales Managers and Sales Leaders. However, there are very distinct differences between each, and both should be utilized within any sales team. Both are integral members of a successful sales force.

Sales departments are concerned with accumulating sales and amassing revenue for their company. Every department has two distinct processes. One is concerned with the way in which the organizations operates and follows procedure. These processes typically include quality assurance, legal work, customer service, and finance. The other is concerned with reaching sales goals and creating revenue. Managers are types of leaders that are very good at making things run efficiently. They also have a knack for ensuring things get done properly. They are in-the-box thinkers and do not attempt to be creative or otherwise challenge policy. Leaders on the other hand, are horrible at making things efficient. They care more about motivating change within an organization. They are typically very charismatic and great at ensuring morale is high. They are usually the top sales representatives, or your executive officers. People look to them to set the example for others.

Types of Business & Sales Leaders

Are managers or leaders more effective at running a sales department? The truth is you need both to be successful. Managers will ensure work is completed and sales are being completed. They will worry about policies and governance issues. Leaders will get the work done and inspire others to work harder. Both managers and leaders though, require basic sales skills and understanding of advanced selling strategies. They differ only in how they complete their job. Please refer to the “Types of Sales Managers” article for more in depth information on Sales Managers. For the purposes of this article, we will focus solely on the different types of leaders.

There are seven types of leaders in the business world. These types of leaders are well documented and used to distinguish the way in which they approach business tasks. These types of leaders include: The Transformational Leader, The Enforcer, The Deal Maker, The Administrator, The Visionary, The Entrepreneur, and the Spin Doctor. We will attempt to put each into a sales department context.

The Transformational Leader

These types of leaders are the vehicles of change. They think outside of the box and come up with creative ways in which to tackle common business challenges. They also are excellent at inspiring others to work harder. They set examples, they are role models, and they are the model employee. The Transformational Leader is the ideal candidate for any sales team, as they will not be concerned with whether or not they can meet their sales goals, they will simply come up with new and exciting ways of doing it. Most C-level executives are variants of the Transformational Leader.

The Enforcer

The Enforcer is an excellent candidate for any auditing or compliance team. They are steadfast in their business and do not assume risk. They will ensure others get their job done, and they will always be accountable for their actions. They are not the best at inspiring change because they are more preoccupied with ensuring others are succeeding.

The Deal Maker

The Deal Maker is very impulsive but extremely adaptable. They enjoy working with change and making impossible deals come true. They attract others because of their high motivation. They are usually looked upon to remedy sales slumps or deteriorating morale. Unfortunately, executives must keep Deal Makers occupied and busy. They get bored quite quickly and will move on to greener pastures if the opportunity arises.

The Administrator

The Administrator is a hybrid between The Enforcer and a manager. The Administrator is the grand master strategist of the organization and lets nothing thwart his plan to succeed. He will usually be very controlling and demanding of resources and capital. The Administrator needs to be counterweighted by a practical leader. Although the Administrator is very intuitive, he can also be very theoretical instead of practical.

The Visionary

The Visionary is a leader that is great at inspiring hope and trust but does not always follow through with their plans. They are more theoretical and impractical than The Administrator and they typically utopian in their ideals. The Visionary is a great motivator and speaker, but is not advised to run a sales department.

The Entrepreneur

The Entrepreneur is very creative and always has solutions to every problem. If they cannot solve a problem, they know someone who can. Unfortunately, these types of leaders are also not the best people to be leading your sales team because they easily assume risk. They are gamblers of sorts, and your sales department is too important to have invested in a gambler. Only agree to work with the Entrepreneur if they are on contract or are acting as a consultant. Their insight is highly valuable.

The Spin Doctor

Spin Doctors’ are excellent salespeople. They can justify any case and give your customers reason to buy any of your products – regardless of quality. They also cannot detach themselves away from their ego or pride. They are very self-serving individuals with hidden agendas. While they may be excellent sellers, they may also get your business into hot water if they are not routinely monitored. If a Spin Doctor and Enforcer team up, they can typically do very well as a sales team.

Understanding the types of leaders is important information for any business owner that needs a specific job completed. Not all leaders are alike, and it is advisable to evaluate your sales department on a regular basis. Ensure you know which type of leaders you have within your organization so you can optimize their performance and harness successful sales strategies. It is also very important to distinguish and recognize the differences between managers and leaders, and why both are integral factors for success.