Sales Management

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 [...]

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 [...]

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 [...]

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 [...]

Why are sales organizations so reticent to give Sales Managers the skills before the output is required? (3 minute duration)

Three tips for Sales Leaders during the pandemic, plus three tips for shaping highly effective Sales Management teams ongoing. (5 minute duration)

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, [...]

Sales managers are always on the lookout for a better, faster, or smarter way to drive sales. They consistently turn to familiar solutions—sales training, technology tools, recognition and [...]

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 [...]

Pipeline is a measure of sales activity effectiveness and is the discipline of analyzing sales effectiveness. Salespeople and sales managers who agree with this principle can gain a competitive [...]