The Zenger Folkman Research Behind Exceptional Leadership – Applied to Salespeople
Adapted by Michael Griffin from the Joe Folkman Article
Mike’s Note: I greatly respect the leadership insight and research of Zenger Folkman (ZF). I learned my foundational leadership skills from Jack Zenger’s Front Line Leadership and subsequent adaptation by AchieveGlobal. I believe all salespeople must be effective leaders to navigate their customers to Win3 mutually beneficial decisions for the customer, salesperson and the sales organization – Win3. Let’s apply ZF latest research to salespeople who are successful leaders.
ZF analysed data from 63,526 of their 360 degree leadership assessments collected over the past three years. Each participant was rated on 60 behaviors that influence overall leadership effectiveness. We compared the bottom 10% of leaders to the top 10% and discovered 10 behaviors that consistently “ELAvate” leaders into the realm of the extraordinary. These same leadership behaviors also apply to successful salespeople!
The 10 Standout “Sales” Leadership Behaviors
1. Fostering a Growth Mindset Through Continuous Improvement
Exceptional salespeople promote a culture of learning and experimentation. Inspired by Carol Dweck’s concept of a growth mindset, they encourage their customers to stretch beyond perceived limitations and seek constant development with their customers for solutions that help the customer to succeed.
2. Inspiring and Energizing Customers
Rather than managing sales meetings through practicing core selling skills, sales leaders inspire customers through energy, purpose, and emotional intelligence. They create highly engaged environments by uplifting customer collaboration and motivation—even in uncertain times.
3. Supporting Collaborative Decisions Under Pressure
Top-performing sales leaders exhibit clarity and confidence to support customer decisions to move the sale forward. The ability to collaborate with sound judgments and relevant solutions is essential in for salespeople to build customer trust to move forward.
4. Taking Initiative on Challenging Assignments/Key Accounts
When sales leaders take ownership, especially in tough key account selling situations, they demonstrate credibility and commitment. Proactive sales leadership behavior inspires customers or buying committees to think out of the box, take risks, and raise their competitiveness in the marketplace.
5. Providing Clear Direction and Purpose – Setting Sales Meeting Objectives
Zig Ziglar said, “Aim at Nothing and You are Sure to Hit It!” Consistently successful sales leaders provide ongoing goals clarity for every sales meeting, aligning specific achievable sales meeting goals to move the sale ahead to long-term sales targets. This behavior is vital for successful salespeople.
6. Building Trust Through Good Expert Solutions
Customer trust is earned when sales leaders make ethical, expert suggestions or solutions to support customer decisions that support customer success. ZF research confirms that trust building behaviors are a powerful predictor Win3 sales success.
7. Walking the Talk as an Ethical Role Model
Exceptional sales leaders model the behaviors customers expect in cultivating long term collaborative relationships. Salespeople who uphold high ethical standards and act with authenticity are more successful in creating customer loyalty.
8. Maintaining Focus on High-Priority Customers
With constant change and growing pressure to meet higher revenue targets, the best sales leaders can distinguish what truly matters. Prioritization of prospecting & developing customer relationships that align with their organization’s market strategy is a core competency for salespeople.
9. Achieving Results Through Cooperation
Top sales leaders know that collaborating with customers is a competitive advantage. They foster trust, communication, and shared ownership of mutually beneficial decisions —hallmarks of collaborative sales leadership.
10. Inspiring Customers to Stretch Beyond Limits
Perhaps the most unforgettable sales leaders are those who helped customers do something they never thought they could. They coach, challenge, teach and navigate customers to exceed their own expectations —creating transformational growth for their customers.
Conclusion: The Lasting Impact of Exceptional Sales Leadership
Just like Clarke’s catch or Biles’ brilliance, exceptional sales leadership attitudes and behaviors leave a positive, trusting impression on their customers. The difference? They’re practiced every day in every sales meeting —not just in one dazzling moment.
Zenger Folkman has found standout (sales) leadership isn’t about charisma or titles—it’s about behaviors that spark progress and build lasting customer impact because salespeople are leaders!
Michael J Griffin
CEO and Founder of ELAvate
A Student of Jack Zenger
michael.griffin@elavateglobal.com
+65 – 91194008 (WhatsApp)