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Sales leaders again face an unfamiliar business environment. COVID’s ongoing impact contributes to this uncertainty, as does the compounding impact of the “Great Resignation.” [...]

The evidence is getting stronger as we enter year three of COVID. Transformational sales leaders and managers are discovering and executing emerging sales leadership practices that are moving [...]

Masks are off and the sales activity mad dash has begun. While managers thought they were preparing teams to be “ready,” and “set to go,” they are finding that’s not [...]

The hope of many sales organizations as we rolled into 2021 was “back to normal” which has turned out to not be the case. COVID is not gone and the “next normal” is not here yet. Sales goals have [...]

Business Efficacy presents the Sales Management Association Webcast: Motivating Salespeople in Challenging Environments.  

Salespeople are always on the hunt for the secrets to being more successful in sales.  Yet today so many are avoiding embracing video-based virtual selling.  With the pandemic end unknown, that [...]

The question facing sales managers today is “what must be done now to maximize sales performance?” In working with and talking to over 200 sales managers at all levels over the past six months, [...]

Business Efficacy’s CEO & Co-Founder Linda Maxwell hosts this month’s webinar – What the Fast Track Sales Leaders Get that Others Don’t  

By: Linda Maxwell, Business Efficacy CEO and Co-Founder We are all new to the unique situation the coronavirus has put upon us. None of us can say we’ve “been there, done that.” However, there [...]

You lean back in your chair and smile… your game plan looks brilliant. Your investment in the new sales tool/process/program is “fool proof”: Launch at Sales Kickoff with a big [...]

Most people in sales management were promoted because they were high performing salespeople. They are highly skilled, extremely confident, and motivated to succeed. After starting their new role, [...]

Certain things are fairly predictable in the sales world. One is that sales leaders are expected to raise their performance every year. Another is that they’ll likely resort to the same [...]

Motivating salespeople has always been one of sales management’s primary roles and one most managers felt competent to tackle until the Millennials hit the scene. Many leaders are finding [...]

Can managers of sales managers who possess strong coaching and leadership skills really be blind to their key opportunities to have impact? Yes! While most are doing what they believe makes a [...]

It’s a textbook reaction: the moment a merger or acquisition is announced, panic runs up and down the sales organization. Resources are immediately dedicated to integrating products, operations, [...]