Posted on September 1, 2025

I don’t think there’s a profession more misunderstood—or more stereotyped—than sales. For decades, it’s been defined by images of pushy reps, slick talkers, or relentless closers.

But the truth is, sales has never been just about “pitching.” It has always evolved with how people buy: from pitch selling to SPIN, Challenger, GAP, and countless other frameworks. Each model tries to shape selling into a process.

Yet one aspect is rarely emphasized enough: sales requires leadership.

Why Sales is Leadership

Think about what leaders do. They:

• Learn and gather information before making decisions.
• Ask the right questions to uncover challenges.
• Steer people toward a path forward.
• Build confidence in others by showing clarity and direction.

Doesn’t that sound exactly like what a sales professional must do?

When a customer faces a challenge, they don’t want someone who “sells” them. They want someone who can lead them to a solution. A pitch might spark interest, but leadership builds trust and long-term confidence.

Leading Beyond the Customer

Leadership in sales isn’t just external—it’s internal too. Salespeople must also lead their own teams to deliver on commitments made to the customer. When that doesn’t happen, the outcome is usually failure—for the client, the salesperson, and the business.

That means a successful salesperson isn’t just a deal-closer. They’re a connector, a guide, and a leader who ensures promises translate into results.

The Bottom Line

Sales isn’t about slick talk or persuasion—it’s about leadership.

• Leading buyers to solutions.
• Leading teams to execution.
• Leading businesses to growth.

So, is sales a leadership role?

I say yes.

What do you think—change my mind?