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Articles published by The Pease Group are copyrighted by The Pease Group. Feel free to use them as long as you acknowledge the copyright, author, and source. The intent of the articles is to provide insight, provoke thought, and promote good business practices.

TEMAC Sales Management Effectiveness tip

Paul Pease - Tuesday, October 11, 2011

TEMAC Sales Rep Management Effectiveness Tip Read more


Postings from The Pease Group

Compliant Reporting Doesn't Improve Performance

Paul Pease - Wednesday, April 18, 2012

With every downturn in economic activity, there is a correlating upturn in required reporting. CEO's need to report more- and more often- to their boards. Consequently, senior executives are required to report more to the CEO- and so on down the line until we get to the field sales team. Typically if the numbers aren't looking good, the reporting really falls on the sales team to see where the revenues are and what the trend is. So lots of detail about opportunities, new markets, short-term, long-term, anyone that can give us an order now- is required in sales reporting. Since the job market is also thin, the sales team- motivated by fear- complies with the reporting.  Read more

Four Questions to Ask About Whether or Not Organizational Change Worked

Paul Pease - Wednesday, January 11, 2012

Four questions about whether or not organizational change worked Read more

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