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 [...]

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

Many sales managers are still floundering. Here are five important considerations to help them tackle today’s unique challenges. (5 minute duration)

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

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 September 11 and the Great Recession, this webcast [...]

Originally posted October 2001 This is the time when ordinary managers must be extraordinary leaders. People at all levels are looking for direction, strength, comfort and hope. This is particularly critical in sales. Sales play a vital role in getting and keeping the economy moving forward. [...]

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 are learnings from the not so distant past that provide significant insight into what sales management [...]

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 splash Speech from Head of Sales about the WIIFM (for our salespeople and our customers) [...]

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 began doing what they assumed was the right way to drive their team’s [...]