Sales leadership is very different from sales management. Management is more about setting a vision and direction and — ultimately –about the entire sales organization genuinely wanting to follow their leader to success. In this sense, sales leadership is more strategic and comes as a result of a sales leader setting the vision and strategy, as well as about defining the culture of the sales organization. This comes as a result of setting goals, objectives and top priorities for the sales organization and then empowering the sales managers and sales reps to succeed. Sales leaders do this by creating the organization’s Sales Strategy. They also author the Annual Sales Plan. The sales leader defines and communicates the Sales Process and the Sales Effectiveness Drivers. They author the Sales Playbook where they communicate the Vision, Strategy, Culture, Sales Process, Sales Effectiveness Drivers and also the tactical Sales System which the sales team must use (and must be trained on consistently). Then the sales leader empowers their sales managers to drive the sales team to succeed. As a result, the Sales Leader is the person who leads the sales organization to generate predictable and repeatable revenue for the company.