If you are a sales leader, you know how challenging and rewarding it can be to lead a team of salespeople. You have to balance the needs and expectations of your customers, your company, your team, and yourself. You have to motivate, coach, train, and develop your team to achieve their sales goals and grow their skills. You have to deal with the pressure, competition, and uncertainty of the sales environment.

I think that one of the reasons so many of us love leadership is it’s not a static or fixed role. It is a dynamic and evolving process that requires us to constantly learn, grow, adapt, change, improve, serve, influence, impact, and inspire.

That’s why I want to share with this powerful framework that can help so many of us become more effective, influential, and successful sales leaders. It is called the 5 Levels of Leadership by John Maxwell. I have been studying sales leadership for more than two decades now, and I have learned a lot from my own experience, as well as from the mentors, coaches, and peers who have guided me along the way. But one of the most influential sources of wisdom and inspiration for me has been this book. It helped me understand and improve my own leadership style, as well as develop and mentor other sales leaders in the various roles I’ve held.

The 5 Levels of Leadership

John Maxwell is a renowned author and speaker on leadership. In his book The 5 Levels of Leadership, he describes 5 levels of leadership that reflect how well you lead yourself and others. Each level corresponds with a particular action that results in followers.

In this post, I intend to summarize the 5 Levels of Leadership by John Maxwell and give you some tips on how to apply them to your sales leadership role.

Level 1: Position

The first level of leadership is Position. This is where you have a title or a role that gives you the authority to lead your sales team. Many of have worked for people like this; or perhaps that was person you! Team members follow Level 1 Leaders because they have to, not because they want to. A Level 1 Leader relies on their position to get things done, but actually has little to no influence over the team.

It’s simply not enough. There is no excuse to remain as a Level 1 Leader. To grow beyond this level, you’ll need to build relationships with your team. Start by doing the following:

• Stop relying on your title or role to lead your team.

• Start building trust and rapport with your team members.

• Show interest in them as individuals and value their contributions.

• Listen to their ideas and feedback and involve them in decision-making.

• Be humble and admit your mistakes and weaknesses.

Level 2: Permission

The second level of leadership is Permission. This is where you have earned the respect and trust of your team members. Your team members follow you because they want to, not because they have to. You have developed positive relationships with your team members and they feel connected to you.

This level is where sales leadership becomes so enjoyable and rewarding! This is perhaps why so many professionals fail to advance to Level 3. This can be a somewhat comfortable place; you have more influence over your team members and they are more willing to cooperate with you. You also create a positive and supportive environment where your team members can thrive.

But if you want to truly grow, you’ll need to put in more work to reach Level 3:

• Continue to nurture and strengthen your relationships with your team members.

• Show appreciation and recognition for their efforts and achievements.

• Communicate clearly and openly with them and share your vision and goals.

• Empower them to take ownership and responsibility for their work.

• Encourage them to grow and learn new skills.

Level 3: Production

The third level of leadership is Production. This is where so many champions live; where you can demonstrate your ability to get results. Your team members follow you because of what you have done for the sales organization, not just because they like you. You established track record of success inspires others to perform at their best.

This is the level where sales leadership becomes so much more impactful and influential. You lead with credibility and respect from your team members and peers. And most importantly, you create a culture of excellence and accountability where your team members are motivated to achieve top sales goals.

To move up from this level, you need to:

• Continue to deliver consistent and high-quality sales results.

• Align your actions with your vision and values.

• Model the behaviors and standards you expect from others.

• Challenge yourself and others to set higher sales goals and overcome obstacles.

• Celebrate the wins and learn from the losses.

Level 4: People Development

The fourth level of leadership is People Development. This is where you have invested in developing and mentoring others. Your team members now follow you because of what you have done for them. You have multiplied your influence by creating more sales leaders who in turn lead others. It’s truly a sight to behold when you have a true Level 4 Leader impacting an organization.

This level is where sales leadership becomes more legacy-oriented and transformational. Not only you will you have more leverage and impact on the sales organization, but you have the ability to create a pipeline of future sales leaders who can sustain and grow the entire organization for the long-term.

To move up from this level to the Pinnacle of Sales Leadership, you’ll need to:

• Continue to invest in developing and mentoring others.

• Identify the potential sales leaders in your team and help them reach their sales goals.

• Delegate tasks and authority to others and give them feedback and coaching.

• Create opportunities for others to lead and shine.

• Share your wisdom and experience with others.

Level 5: Pinnacle

The fifth level of leadership is Pinnacle. This is where you have reached the highest level of sales leadership. Your team members follow you because of who you are and what you represent. You have become a role model and an icon of sales leadership. You have transcended your position, organization, industry, or even generation.

This level is where leadership becomes legendary and influential. You have the respect and admiration from people from not only inside your organization but also from outside the industry.

To reach this level (and stay there), you’ll need to:

• Continue to grow as a sales leader and as a person.

• Stay humble and grateful for your achievements and opportunities.

• Serve others with generosity and compassion.

• Mentor other sales leaders who can carry on your legacy.

• Live with integrity and authenticity.

Conclusion

The 5 Levels of Leadership by John Maxwell aren’t sequential stages, but rather fluid and dynamic levels that you can move up or down depending on your situation as a leader. The higher you go, the more effective, influential, and successful you will become. But remember that Sales Leadership is neither a race nor a destination. It’s a journey that requires constant learning, understanding, growing, adapting, and serving. And I think that’s why we love leadership so much.

Where are you on your sales leadership journey? And where do you want to go next?

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