Sales 2.0. That’s the latest buzzword for sales management. It’s the next silver bullet. It’s going to solve all of our problems we have managing and directing a sales force. Or will it? Read more
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- Four Questions to Ask About Whether or Not Organizational Change Worked
- The Bridge Between the People We Want and the People We Have
- Whose Back Are You Covering?
- Good Meetings
- Tom Peters and Alan Weiss on Customer Driven Organizations
- Sales 2.0: The Next Silver Bullet in Sales Management
- "Fake Work" Peterson, Nielson: Why so many organizations are working hard but getting nowhere.
- Work as a Social Environment vs Work as a Productive Environment
- Are Sales Managers Born Or Made?
- Trust- Letter to editor published in Sep 09 HBR
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"Fake Work" Peterson, Nielson: Why so many organizations are working hard but getting nowhere.
Paul Pease - Sunday, January 24, 2010
“Fake Work”, Brent D. Peterson, Gaylan W. Nielson; Simon Spotlight Entertainment (Simon and Schuster), 2009. Read more
Are Sales Managers Born Or Made?
Paul Pease - Monday, September 21, 2009
The question is often asked, “Are salespeople born or made?” With few academic institutions offering curriculums in sales, and fewer and fewer corporations investing in the development of their salespeople, it appears that successful salespeople today are born. In the very least, they are self-taught. Isn’t the same true of sales managers? Managing salespeople requires an entirely different management/ executive skill set than is taught in MBA programs. While the title of the subject matter is “Are Sales Managers Born or Made?”, maybe the question ought to be “What are the attributes of an effective sales manager?” Read more
Executives Who "Get It" Managing Sales
Paul Pease - Wednesday, July 15, 2009
When it comes to understanding the role of sales and how to maximize sales performance, not too many business cultures “get it”. Read more
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Comments
expect the sales people to improve because of technology.
The reality is much more complex and simple at the same time.
Complex in the fact that a software program or CRM platform or sales
automation initiative alone will not solve the problem of getting mediocre
to poor performing sales people moved up to top performing account
executives.
Yet simple in that the formula to success is an engagement at the sales
level where both parties (top management and the sales force) have "skin in
the game" and create an evolving, thriving sales environment.
Not to say, don't upgrade your sales back office. You should look where it
makes sense and provides the necessary impetus to juice the sales team.
For permanent behavior change and significant performance results, a process
needs to be implemented that provides top management and the sales force a
roadmap to success.
That is ultimately where most companies take the easy road and decide to
tweak (or worse - pretend to tweak) when they need to be implementing a
gradual and determined change agent.
Getting top management and sales people on the same page is a long term,
behavioral organizational change technology alone does not solve.
The Pease Group engages clients in deliberate, yet significant operational
change. Technology is only a small part of this process.