Sales Leaders often fall into the role of sales leadership, whether it be because someone tapped them on the shoulder based on some identified potential, or more likely because of high levels of performance as a sales person. When this happens, the natural tendency for the sales leader is to focus on what to do, hence they start driving activities and a focus on 'doing'. Rarely do they sit back and think clearly and strategically about what it is they are creating, and in the process, focus on who they need to be. The leaders who do this though, are the leaders who start a ripple effect.