Are You An Authentic or Just Charismatic Sales Leader?

Would you rather be an authentic or a charismatic sales leader?  This early Saturday morning question surfaced as I read a posting over on LinkedIn.  The posting linked to this HBR article.

sales-leaderMany people fall for the charismatic salesperson.  These are the folks with the warm smile and firm handshake. They seem to make that immediate emotional connection.  Their solutions appears to be want the sales prospect wants to needs.

Then after the checked has been received, the delivery made, these charismatic sales leaders can never be found. Excuses are made as to why something didn’t get done. Often times they will pass the buck, blame others.  Long term customers are really not their goal.

Authentic leaders appear not to be as charismatic.  They also have the warm smile and the firm handshake. Making an emotional connection may not be as immediate.  Unlike the charismatic sales leaders, they are around after the sale.  These individuals do not make excuses for them as the buck stops with them.

Another difference between the authentic and charismatic sales leader is their audience.  As I noted in the LinkedIn comment, the reason some people fall for the charismatic leaders is the internal desire for the quick fix.

Most of us internally want the quick fix even though we know the results probably will not be sustainable.  Time is precious and time is money.  When we can have those quick fixes, we then can go on to other important matters and happiness will follow.

We know this to be true if we look at all those quick fix products sold from the self improvement industry, the health industry to the sales industry.  Many of them are sold by charismatic people.  And yet the problems are still very much present.

Probably the most notable difference is authentic leaders are guided by non-negotiable positive core values (business ethics) while for some charismatic leaders they will do or say whatever they need to do or say to get their prospects to take action.  They may promise the moon (oversell the solution) or make negative comments about the competition. Again for them winning is everything and the heck with positive core values.

Each of us in sales has a choice to be an authentic sales leader or a charismatic one.  For me I prefer the former because I will never sacrifice my positive core values for a quick buck.

Share on Facebook

Leave a Reply

CommentLuv badge

This blog is kept spam free by WP-SpamFree.

RSS Subscribe!
Coaching Tip
People come first; sales numbers come second or third
What’s Happening?

Internal Results interviews
Leanne Hoagland-Smith
. Some of her answers may surprise you.

Check out this podcast on value creation between David Brock and Leanne Hoagland-Smith

Listen to Leanne Hoagland-Smith at Sales Scenario podcasts

Another list of top sales bloggers

Pre-order this great book How to Get a Meeting with Anyone. You may recognize a familiar name.

Top 100 Most Innovative Sales Bloggers Honored this blog is included in this impressive list.

Best Sales Blogger Award for 2014 Third place awarded to Leanne Hoagland-Smith.

NWI SBDC awarded Small Business Journalist of 2014 to Leanne Hoagland-Smith. Awards.

Expand Your Business Horizons
Sign up to receive monthly newsletter devoted to small businesses and busy sales professionals Beyond the Black
Be the Red Jacket
Seeking an easy and practical book on marketing, selling and sales? Read the reviews at Amazon and then order your hard copy or eBook.
Sustainability Expert
The Institute for Sustainability
Ezine Expert
Blogroll – Leadership, OD
Contact Coach Lee

Leanne Hoagland-Smith
219.759.5601 Main Office CDT
219.508.2859 Mobile CDT

Office located near Chicago, IL

www.processspecialist.com Main Website

Sales Corner

Tracking by The Sales Corner
Blog Rankings
Business Blogs - Blog Rankings
Blog Top Sites
Plazoo
RSS Search
Blog Log