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Archive | Sales Management


Over the past 12 years, the Sterling Chase team has coached hundreds of sales managers and sales leaders at all levels in all sizes of organisation around the world. We have often been asked what makes the difference between ‘average’ sales managers and the most effective sales managers we have worked with. To this end […]

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The Sales Manager's Dilemma
The Sales Manager's Dilemma

This article describes why today’s sales managers need to be developed i.e. trained and coached to be effective in the face of the demands that are put on them.  It covers the problems that today’s sales environment causes for sales managers and the ‘viscous cycle’ that can easily develop whereby they truly become ‘too busy […]

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Sales Performance Coaching - a Critical Tool for Sales Excellence - featured image
Sales Performance Coaching - a Critical Tool for Sales Excellence - featured image

When it comes to driving sustainable sales excellence, sales performance coaching is a critical success factor. However, this is often overlooked when organisations plan sales development initiatives. Many sales leaders make a commit…

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caution
caution

In this first of a two-part series, Steve Eungblut explores the four most common mistakes that cause failure in today’s world of B2B customer-supplier relationships. Regardless of your company’s past performance as a supplier, increasing demands on your customers…

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The Sales Manager's Dilemma
The Sales Manager's Dilemma

In today’s highly reactive environment, most sales managers simply don’t have the time to develop or apply the skills that are required to achieve transformational results. Too often, sales managers find themselves trapped in a self-perpetuaing, viscious cycle in…

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3 Steps to Professionalising Your Sales Force - featured image
3 Steps to Professionalising Your Sales Force - featured image

In this article, we outline 3 crucial steps that you can take to professionalise your sales force. In doing so, you can ensure that your sales people systematically: Create ongoing incremental value across their client bases and sales territories; Continuously improve in terms of…

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