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Gaining Sales Mind Share

Paul Pease - Thursday, April 23, 2009

How do we know our salespeople are out there selling everyday for us?
In the 1940’s, 50’s, and 60’s, J.A. Sexauer used to require that his salespeople fill out a daily call report log and mail it in to his office in New York. Then, he expected a weekly summary report.
In the late 60’s, he stopped requiring the daily reports because his 75 salespeople were apparently out selling- and he could tell by the continuously growing sales numbers. Read more


Postings from The Pease Group

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

The Bridge Between the People We Want and the People We Have

Paul Pease - Tuesday, October 11, 2011
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