Sales Leadership

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The Seven Habits of Highly Effective Sales Managers

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 diff...

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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 typi...

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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 beha...

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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 perf...

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Should Sales People Be Given More Pricing Authority?

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 sales people? Sale...

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Leading Your Sales Force into the ‘Performance Zone’

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 ...

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Making Your Sales Training Really Stick!

Companies of all sizes spend a small (and often not-so-small) fortune on sales training every year to assess, develop and, more recently, accredit the selling skills of their people. Six months after implement...