Too many sales leaders still try to manage results instead of managing the work.

Pipelines don’t magically convert. Deals don’t “slip” by accident.

Forecasts don’t miss because the market is tough. They miss because the fundamentals aren’t being led.

This caricature pretty much sums up what great sales leadership actually looks like (not the person). Not hype. Not pressure. Not wishful thinking.

It’s about clarity and consistency.

• Clear qualification (MEDDPICC isn’t optional)
• Clear metrics (what actually moves the deal forward?)
• Clear accountability (who owns the next step?)
• Clear focus on the economic buyer and decision process
• Clear coaching moments, every single week.

When leaders obsess over:

• activity instead of progress
• pipeline size instead of pipeline quality
• motivation instead of capability
• …teams get busy, not effective.

Great sales leaders don’t shout “Let’s close deals!”

They create an environment where deals naturally close faster because:

• the pain is real
• the value is quantified
• the champion is armed
• and the process is owned.

If your team needs more energy, don’t raise your voice.

• Raise your standards.
• Tighten your process.
• Coach the moments that matter.

Results follow leadership. Always.

#SalesLeadership #MEDDPICC #PipelineManagement #SalesCoaching #SalesExecution #B2BSales #Leadership

PS If you wish to create your own caricature, try this in ChatGPT or similar “Create a caricature of me and my job based on everything you know about me?”