(Inspired by the sales leadership principles of Mike Weinberg)

We’ve all had those moments when the numbers aren’t adding up, the pipeline feels thin, and morale on the sales floor dips. The default reaction? Look outward. Blame the reps. The leads. The market. The tools.

Rarely do we stop and ask the uncomfortable question: Could the issue start with me?

The truth is, your sales team is a direct reflection of your leadership. Their energy, focus, accountability, and performance mirror what you model. If they’re inconsistent or disengaged, it might not be a “team problem” at all it might be a leadership tone problem.

Salespeople don’t just follow instructions; they follow example. They notice how you show up to meetings, how you respond to challenges, how you celebrate (or fail to celebrate) wins. You are the thermostat that sets the temperature for the team’s motivation and mindset.

The best sales leaders own this. They don’t just manage numbers they shape the culture that produces results. They ask themselves:

• Am I clear on what matters most?
• Am I holding people accountable consistently?
• Am I creating an environment where learning is constant?
• Am I showing up the way I expect my team to?

In tough markets, the strongest teams often have one thing in common: a leader who embodies resilience and focus. They don’t react to chaos; they create clarity. They don’t hide from hard conversations; they lean into them. They don’t give orders from the sidelines; they roll up their sleeves and coach alongside their people.

So if performance is off, don’t just rework the comp plan or add another tool to the stack. Start with a leadership check-in:

• What am I modeling?
• What am I tolerating that sends the wrong message?
• Where have I been distracted and how can I reset?

Because teams don’t follow titles they follow conviction. They follow leaders who show them, through daily actions, what excellence looks like.

Before you dive into the CRM to troubleshoot numbers, take a step back. Walk. Think. Reset. Ask yourself the questions that matter most as a leader. Your team will rise but only if you do first.