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Tag Archives | Sales Leadership


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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Where Are All the Chief Sales Officers?
Where Are All the Chief Sales Officers?

With the ever increasing adoption of the North American corporate structure and nomenclature of the CxO structure, over the more traditional Managing Director (MD) and Director roles here in the UK, we now typically see organisations with CEO’s, COO’s…

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10 Steps to Becoming a Great Sales Leader
10 Steps to Becoming a Great Sales Leader

As a sales leader, the key to achieving a sustainable shift in your company’s sales results rests with you. Regardless of market conditions, you need to develop and apply an array of competencies and behaviours that will determine whether you are a poor leader, an average leader or a great leader of the sales function…

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What Makes a Great Sales Leader?
What Makes a Great Sales Leader?

The key to achieving great sales results lies with an organisation’s sales people. This includes and begins with having a great sales leader who is capable of leading his or her sales force towards greater performance. But what makes a great sales leader?

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I was taught at Harvard that if you are responsible and accountable for a leadership or business task, you must have the full authority to make decisions. Well, shouldn’t this be the same for salespeople?…

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Beliefs, whether they are logical or deeply flawed, drive an individual’s attitude and behaviour. As such, they can have far-reaching consequences on a sales fuction’s overall performance. Beliefs such as “Our solution is no good” or “All the customer cares about is price” can have a negative impact on your peoples’ attitude and behaviour, inhibiting […]

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