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case study

Transforming High-Performing Salespeople Into Sales Leaders

business type

Software & Informations Systems

engagement service(s)

Customized Sales Management Training

the challenge

With a pressing need for more sales managers, the organization sought to promote talent from its existing sales force. But because ill-equipped sales managers would jeopardize critical organizational goals, the timeframe to develop effective sales managers had to be expedited. A pragmatic sales leadership onboarding approach that prepares new sales managers to execute on day one had to be created.

our solution

The solution included the design and facilitation of a rigorous nine-month sales leadership development experience. The experience focused on four critical accountabilities: Hiring the right sales talent, inspiring performance, driving accountability, and taking on sales execution challenges.

Every 90 days a one-day workshop kicked off the next phase, with all learning activities applied to the client’s current processes, methodologies, tools and customer scenarios. Follow-up activities included weekly in-the-field activities reflecting real on-the-job practice situations and monthly teleconferences providing ongoing focus, motivation and accountability.

the results

The managers coming out of the program were quickly outperforming existing managers as the executive sponsor stated “we have one problem with the program, the people coming out of the new sales manager program developed by Business Efficacy are outperforming our existing managers.”

quotation marks
The LDP (Leadership Development Program) has made an amazing impact to our organization due to its unique design. Business Efficacy helped us get aligned on the right sales leadership talents, custom designed a set of experiences that emphasized the most pragmatic and critical skills that new leaders most need on day one, incorporated our sales processes and tools into the approach, and productively engaged senior leadership in creating shared ownership for the approach’s success. I now make L.E.A.D. a mandatory requirement before anyone gets considered for a sales management role. It’s that important.

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Linda Maxwell

Linda Maxwell


Early in her career, Linda Maxwell saw companies of all kinds spend thousands and even millions of dollars on sales training and strategies, only to see them fail to put those lessons to use. It was the impetus for her efforts to co-found Business Efficacy.

Today, as Business Efficacy’s CEO, Linda leads a team of experienced consultants who not only work to share a wealth of proven sales knowledge with clients but to drive execution on the activities that matter most. Working with sales managers and other leaders responsible for business development, she and her team help organizations transform their sales mindset and processes to achieve real and sustainable growth.

Linda’s insights help identify and eliminate barriers to success. She equips sales leaders with practical and effective tools aimed at fostering their development. And she offers strategies that help clients quickly and confidently lay a path to higher levels of performance.

Anyone who has worked with Linda knows it’s a challenge that inspires her and one that she pursues with great passion.