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.” Amid all this disruption, one thing hasn’t changed: sales management’s accountability for [...]

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 their teams forward and driving performance. These practices are resulting in the retention of top [...]

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 case. Tapping into RESILIENCE and enabling the right MINDSET is the priority today. How are you [...]

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 not disappeared, and the year is clicking along fast. Many salespeople and sales managers are [...]

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 avoidance will negatively impact performance short and long term.  It’s an accepted conclusion 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, there’s a marked difference between those who are boldly igniting their teams to take advantage of [...]

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

Sales leadership faces a once-in-a-generation challenge in responding to the COVID-19 coronavirus pandemic. Past crises are instructive for showing the way forward and for suggesting management’s best course of action. Drawing on lessons from 9/11 and the Great Recession, this webcast offers a [...]

Lisa Wicklman, Business Efficacy Partner, introduced the vital tactics sales managers must execute during challenging times. Many managers are unaware of what they need to do well to have maximum impact during unprecedented uncertainty. The assessment serves to identify what managers need to [...]