Having a clear Leadership Philosophy developed enables one to have a clear path to go to and lead others in the matters involving sales. It behaves as a safety net and supports a leader during difficult times or during a challenge that needs reflection. Simply having to work out and set guidelines in the sales philosophy enables a leader and builds confidence. Personal Leadership Approach What personal leadership philosophy entails is a leader who is strong, independent, confident, and understanding (Graham-Leviss, 2001). This may sound redundant, however, the opposite is true as well. A bad leader is someone who is uncertain in one-self, doubtful, dependent on some-one or something. It is very reasonable that a leader is able to motivate oneself, before empowering others to do the same in a sales environment. Taking for instance, the AIDAS sales theory (Attention, Interest, Desire, Action, and Satisfaction). A sales leader has to understand his or her own desires, understand that those desires exist, be able to master them prior to projecting those lessons onto the subordinate sales staff. It would take more than just simply having the want to sell a product or service to complete a good sales person or a sales leader for that matter.

In todays society, great sales leadership has become somewhat of an art form. There isnt simply a necessity that is being sold to consumers, but rather a more than objective possession, a good feeling, a good experience, a good memory, a fulfillment of desires, and not just the needs alone (Buckingham, 2008). A sales leader should be able to understand the underlying fundamentals, and also to communicate them to the sales team. Some practice runs with the sales team is a great suggestion, or role play to test the fields in a controlled environment, that allows other staff members to observe, analyze, and learn from the scenarios rather than having to go out and fail in the field. When leading a sales force, it is highly important to have teams, to have the sales individuals pair up, instead of being alone or conducting work in a solitary condition. Being in a group encourages each member to do better, strive towards a set goal, also provides instant feedback and can greatly empower each other.

Looking at the contrary position, in a solitary environment, one only has his or her self to rely on, there is no support, feedback, or motivation beyond own inner driving forces (Gatehouse, 2007). A sales leader would thereby be comfortable and confident in a group environment and have the ability to attract members. Having certain traits can greatly aid in being a good sales leader, though not required, can be developed or strengthened over time. Such behavioral traits include a dominant, self-reliant, self-fulfilling, controlling, disciplined and persuasive (Lencioni, 2010). There is, of course, need to apply caution as not to overdue such qualities, where ethical and legal boundaries are broken. It is important for a sales leader to focus on the positive and to pronounce those effects onto others, applaud the good, project the optimism and reward for the accomplished goals