As a sales leader, what environment are you creating? It’s a question that I often ask sales leaders and the response is often ‘high performing, empowering….’ – often positive. And yet when I look at them in action, the focus is always on the numbers, and hence the conversation is always centred on numbers. So as long as the numbers are good, we have a high performing environment. Numbers are important, but they are not the be all and end all. Exceptional Sales Leaders are intentional about the environment they create, and they ensure that the environment is sustainable over a long period of time.