Patience and Power
The Stoic Leader
Published on 15th August, 2024
TOPIC: strategy
"Mercy does not make a leader weak—it amplifies their authority. By extending trust and understanding, a leader empowers others to perform at their best."
By Steven Thomas
Exploring Sales Leadership through the Lens of Marcus Aurelius’ ‘Meditations’
"Let reason guide your actions and compassion be your shield; true strength lies not in force but in fostering trust through wisdom and fairness."
In this edition of our sales leadership series, we turn to the ancient wisdom of Marcus Aurelius and Meditations, the philosopher-emperor whose reflections on leadership, fairness, and restraint provide a fresh perspective on navigating complex, high-stakes business development. While Marcus is best known for his Stoic philosophy, his thoughts on mercy and understanding can be powerful tools for leaders managing premium and intricate sales processes.
Dominance to Diplomacy
In high-level B2B sales, particularly those involving premium services or large-scale projects, the traditional aggressive "win at all costs" mentality can be counterproductive. Much like in imperial Rome, where strength was often equated with dominance, sales leadership has historically been associated with relentless pursuit, pressure, and hardline negotiation tactics. However, Marcus Aurelius’ reflections suggest that the most successful leaders—and, by extension, salespeople—are those who embrace patience, empathy, and measured decision-making.
Marcus emphasised that "the best revenge is not to be like your enemy," advocating for restraint and calm in the face of pressure or conflict. In the context of premium sales, this translates into a focus on building long-term relationships rather than short-term victories. The modern sales environment, especially in complex transactions involving multiple stakeholders and extended decision cycles, demands a similar approach. High-pressure tactics may win the battle but lose the war, damaging long-term relationships. Instead, nurturing trust and understanding over time leads to sustainable success.
Credit: RTK Agency The Column of Marcus Aurelius (Latin: Columna Centenaria Divorum Marci et Faustinae, Italian: Colonna di Marco Aurelio) is a Roman victory column in Piazza Colonna, Rome, Italy. It is a Doric column featuring a spiral relief: it was built in honour of Roman emperor Marcus Aurelius and modeled on Trajan's Column.
Cultivating Trust
In much the same way Marcus Aurelius cultivated loyalty through his fair and considered rule, premium sales leaders today must foster trust with both their teams and their clients. The complexity of these sales requires deep understanding of the client’s challenges, empathy for their concerns, and the ability to navigate long decision-making processes without resorting to pushy tactics. Patience is not only a virtue but a competitive advantage in this space.
This shift away from transactional thinking is crucial in premium sales, where deals are not just about price but about value creation and partnerships. Marcus Aurelius often referred to leadership as akin to gardening: "Tend to your people like a gardener to his plants—with patience, care, and attention to their individual needs." In complex sales, the same is true for customers: you nurture a relationship, understanding their business challenges, and offering tailored solutions that foster long-term growth for both parties.
Empathy and Resilience
Furthermore, mercy—or in modern terms, psychological safety—plays a key role within sales teams. Much like how Marcus governed with fairness and empathy, today’s sales leaders must create environments where teams feel safe to take risks, explore new ideas, and even fail without fear of harsh repercussions. As Marcus noted, “Failure is the greatest teacher, but only when failure is met with understanding." In premium sales, the road to closing a deal is often filled with setbacks and obstacles. A team that feels safe is more likely to innovate, adapt, and ultimately find creative solutions to complex problems.
Sales expert Mike Weinberg, author of New Sales Simplified emphasizes that the best sales teams thrive in environments where learning and failure are embraced as part of the process. This echoes Marcus’ belief that mercy, in the form of patience and understanding, leads to stronger leadership and more resilient teams. When salespeople are not punished for taking calculated risks or pushing the envelope, they are more likely to unlock new opportunities and drive more significant business outcomes.
Reflecting on Marcus Aurelius’ insights, here are some key questions for modern sales leaders:
In high-stakes negotiations, when do you revert to aggressive, control-driven tactics versus cultivating trust and patience?
How might embracing a long-term, relationship-focused approach help you close larger, more complex deals?
How can you create an environment where your sales team feels empowered to experiment and take risks without fear of immediate repercussions?
These questions are especially relevant in premium sales, where success depends not just on closing the deal but on building lasting, meaningful partnerships. Reach out on LinkedIn to share your thoughts and explore how timeless wisdom can reshape modern sales strategies.
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STEINWICK
Leaders for Growth.
Steinwick appoints exceptional sales, revenue, and business development leaders in to premium category and complex markets with a global focus.
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