Transformational Sales Leadership

Transformational Sales Leadership: Sales Leader Perspectives offers viewpoints from 12 leaders across the global sales industry, all of which challenge conventional sales models and promote visionary ways of thinking about sales and leadership.

The leaders who share their professional stories in the book are from organizations including SAP, Google, Nationwide US, and Royal Caribbean, as well as their own practices, and they represent a new breed of salespeople who are increasingly sought after by organizations which need to transform their practices. They run teams, drive analytics, and improve operational excellence, and their careers rise or fall on getting the right KPIs. Their stories address solutions to age-old sales problems, but they bring a new perspective to the sales function in the digital age. The book focuses on what sales leaders need in order to be innovative. Specifically, the book shows you how to:

• Coach sales people through disruption
• Leverage the most valuable habits for success; and
• Provide for meaning and purpose in the hyper-connected and volatile sales industry

If you are a sales professional looking to succeed in challenging scenarios, the journeys recounted in this book demonstrate how the landscape of sales has changed and how thinking about sales differently can help you transform your career.

Christine A. Eastman is a Teaching Fellow and Senior Fellow of the Higher Education Academy. Her research centres on professional practice, leadership, assessment innovation, and the re-conceptualisation of continuing professional development. She contributes to the leadership programme at Lancaster University, where she lectures on the integration of American literature into a business curriculum as well as contributing to various leadership initiatives through a literary lens. A qualified coach with unique experience in facilitating the journey from manager to leader for professions, she has worked with a wide range of both national and international businesses.

Phill McGowan’s career has spanned both industry and academia. For 25 years, he was an entrepreneur and founded, ran and sold several successful businesses. He then provided business consultancy, programme and project management and interim management services to several medium and large technology firms. He holds an MA in Sales Management and a PhD in Buyer-Seller Relationships. Recently, he has held academic teaching and management roles.

Beth Rogers is a Visiting Fellow at Cranfield School of Management. After a career in the IT sector and consultancy, she moved to Higher Education. She pioneered and championed sales education in the business curriculum, contributing to a number of programmes in Europe.