25 Sales Experts Describe the Modern Sales Leader

moderm sales leaderI’ve spoken with hundreds of sales leaders over the last few years, and have come to spot a trend:

There are sales leaders that do things the old way – it’s hard to describe exactly, but you can just feel it. Selling and management is mostly about industry relationships, big Rolodex’s of contacts, and the only metrics they pay attention to are quotas and maybe total pipeline.

Then there’s the modern sales leader. These are folks who are as competitive and driven to succeed as the prior bunch, but manage with facts and data, are keenly aware of the changing buyer  and how that affects how their salespeople sell. They’re also more in-tune with how today’s salesperson, mostly made up of millennials, wants to be managed and motivated.

I ran a quick and informal Twitter-poll with folks I see as truly “modern” sales experts and below are their responses. The simple question to each was, “What’s one key trait of a ‘modern’ sales leader?”

25 Sales Experts Describe The Modern Sales Leader

Mike Volpe – CMO of HubSot
Derek Grant – VP of Sales at FullStory, Former VP of Sales at Pardot
Greg Alexander – CEO of Sales Benchmark Index
Max Altschuler – CEO of Sales Hacker, Inc.

Ken Krogue – Founder & CEO of Inside Sales

Lori Richardson – Inside Sales Speaker, Author, Social Selling & Prospecting Consultant

Matt Heinz – President, Heinz Marketing – Sales Acceleration & Demand Generation Expert
Ben Sardella – Co-Founder of Datanyze, Former VP Sales at KISSmetrics
Jill Rowley – Founder of Jill Rowley #SocialSelling
Leyla Seka – SVP and General Manager of Salesforce Desk.com

Godard Abel – CEO of SteelBrick

Elay Cohen – Founder & CEO of SalesHood, Former SVP of Sales Productivity at Salesforce.com
Jorge Soto – CEO of Soto Ventures, former Head of Inside Sales at MoPub (acquired by Twitter)

Aaron Ross – Author of Predictable Revenue, CEO of Predictable Revenue, Inc.

Jason Lemkin – Managing Director of Storm Ventures, Founder of SaaStr.com, Founder of EchoSign

Nick Mehta – CEO of Gainsight

Woodson Martin – CMO of Salesforce Marketing Cloud

Kyle Porter – CEO of SalesLoft

Steve Richard – Founder of Vorsight

Trish Bertuzzi – Founder of The Bridge Group

Peter Caputa – VP of Sales at HubSpot

Zack Urlocker – COO of Duo Security, Former COO of ZenDesk, Board Member of LevelEleven

Tim Kopp – Former CMO of ExactTarget and WebTrends, Board Member of LevelEleven

Meagen Eisenberg – CMO of MongoDB

Ralph Barsi – VP of Field Operations at Achievers

Some great ideas in here with a nice mix of character traits and execution specific traits. What do you think? Add your thoughts in the comments area below to answer the question, “What is one key trait of a ‘modern’ sales leader?”

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