Too many managers are doing the selling for their people instead of leading them. Let’s fix that.

Here are eight tips in my Sales Leader’s playbook for success. Get these tips and more with the Sales Leader Rules of Engagement infographic. Download it here!

You might know the account. You might even have handled it in the past. But your job now isn’t to lead the account—it’s to lead your people.

When you jump in to handle the customer yourself, you shut your salesperson down. You send a message that you don’t trust them to handle it. Step back. Let your salespeople take ownership. That’s how they grow.

It’s tempting to step in when you see a deal struggling to close. But don’t do it.

If you close for them, they’ll never learn how to close on their own. And whatever you do, don’t offer discounts to make it happen. That just trains your team that price cuts are the key to success—and they’ll copy your behavior.

As the leader, your job is to model strong selling. If you can close without discounting, they’ll learn to do the same.

Here’s a mistake I see all the time: managers build their team goals to add up to exactly 100%. Then when a couple reps fall short, the whole team misses.

Always plan to exceed 100%. That way, you can absorb shortfalls and still hit your number. It keeps you from scrambling at the end of the quarter—offering discounts, chasing deals, or jumping in to close sales yourself.

Stretch goals are good—but unrealistic goals crush motivation.

If your objectives are impossible, your team will see it by week eight of the quarter and mentally check out. Set targets that challenge your people but also give them a clear path to win.

The best sales teams don’t operate alone.

When I led teams, I’d bring in subject matter experts to join sales calls. It gave reps new insights and credibility with customers—and it showed them what was possible.

Encourage collaboration. When other departments invest in the sales process, your team learns, grows, and sells smarter.

If you’re not proactive, the end of the year will sneak up—and suddenly, half your team is out when deals are closing.

Get ahead of it. Map out vacation and holiday schedules early, especially in Q4. And don’t forget: you also need to help your customers manage their schedules.

Coach your team to ask their accounts early on: When are you open? When’s procurement out? It’s amazing how often customers thank you for helping them plan better.

Year-end isn’t just about deals—it’s about leadership.

Get in the game with your people. Help them review calendars, pipelines, and CRM updates. Identify problems early so you can coach—not rescue—at the end of the quarter.

If you’re doing this right, you won’t have to swoop in to “save” a deal at the last minute. You’ll already have helped your team win it the right way.

This one’s tough.

When the quarter is closing, the pressure to hit the number can push you to pull future deals forward. I get it. I’ve been there. But if you’re constantly borrowing from next year to make this year, you’re creating long-term pain.

If you must do it, do it with full transparency. Make sure everyone understands the trade-offs. But your goal should always be to finish strong without hurting your future.

Everything I’ve shared here boils down to one truth: great sales leaders build other great salespeople.

Get these tips and more with the Sales Leader Rules of Engagement infographic. Download it here!

Discover the difference between buyer interest and intent.

Find episode #355 wherever you download podcasts!

Uncover the math problem haunting sales teams—those dismally low cold call and conversion rates—and explore innovative ways to manage and improve them.

Episode #356 is out TOMORROW!

Copyright 2025, Mark Hunter “The Sales Hunter” Sales Motivation Blog.  Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.