In working with sales leaders, I’m staggered at how many of them lead their team through absence. They sit behind closed doors, analysing forecast spreadsheets, building strategy and thinking how to best manage upwards. All the while, their sales team are doing their best, making calls, creating proposals and building relationships. And all of this without their sales leader front and centre. Exceptional sales leaders do the complete opposite. They understand what the greatest gift is they can give their team, and they prioritise this, always.