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 All trainers/consultants with The Pease Group have had business management and ownership experience. Since our programs are primarily delivered online, our instructors can manage a program into their time schedules from anywhere in the world. Our trainers have a desire to help people succeed. They have the self-discipline/ time management skills to be able to deliver individual coaching while facilitating the group interaction, and they have the innate capability to show people how to get things done through the execution of well-thought strategies.
The Pease Group is proud to have the following trainers available for your programs:
Rob Ward, Newport Beach, California
With a Bachelor of Science in Management and pursuing his MBA at Pepperdine University, Rob uses his street-smart sales experience combined with his formal business education as a powerful mentoring resource in sales training.
Starting in technical sales in 1991, Rob developed significant sales skills as a top-performing straight-commission sales engineer over the next eleven years. In 2002, Rob encountered an unexpected opportunity in an entirely different field- healthcare.
Starting out working for a healthcare benefits broker, Rob set up his own business in January, 2004 with associate Ron Scaffidi. Initially planning to pull the company in the black best case in 12 months, worst case in 24 months, the pair were able to cross the profit line in six months’ time. Half the time to profit of any business’ best case scenario is quite an achievement.
Rob’s success in Healthcare sales epitomizes what we believe strongly at The Pease Group: Salespeople are salespeople: what they sell is a detail.
Ann Pater, East Grand Rapids, Michigan
Ann graduated from Michigan Technological University with a Bachelor’s Degree in Electrical Engineering in 1994. She started her career out as an applications engineer, but quickly found her niche in technical sales in 1995. Growing her sales territory at a 25% annual clip, Ann climbed the sales ladder with Pacific Scientific, and then Yaskawa Electric America. At Yaskawa, Ann rose to the sales management ranks as the manager of their northeastern sales force. In 2001, she made the bold move to consulting, with clients in the motion control industry. She continues as a consultant today, augmenting her work with The Pease Group as a trainer.
Ann learned early in her career how to manage the tough egos of older, more “veteran” salespeople in a male-dominated sales world. Her success is measured in the tough personnel decisions she had to make and the respect she earned from her sales team by making them. She passes this maturity on in her training programs.
Ed Ganter, Manhattan Beach, California
Ed has developed custom product and executive management and sales management programs for The Pease Group. These programs have been delivered online and live.
Ed currently is the managing partner for PortaVie Technologies, a provider of Management Software for Handheld PC’s and other mobile devices. It is this expertise in human-technology communications that gives Ed the ability to guide teams to use technology as a tool for raising business productivity. His background as the VP of Research and Development at Candle Corporation helped him hone his skills in getting typically independent people- software programmers- to things done on time and within budget.
Here is a quote from Ed on one of his philosophical approaches to business:
“ Too many companies get stuck in the mud on tactics, particularly in sales. If salespeople don’t understand what the corporate strategy is and then how to develop their own sales strategy in line with that corporate strategy, they’re wasting their time with their daily activity. If they were a quarterback in a football game, they may have a very good play they can run that will get them ten yards every time. But if it’s third and twenty, it’s late in the game, and they are behind by ten points, ten yards isn’t going to cut it. They need to know how to pick the tactic that fits the strategy and the situation, and if necessary, innovate a different strategy to solve a unique problem.”
Peter Zafiro, Chicago, Illinois
Peter’s background- moving upward in the 1980’s from a service/technician position to management positions in Test and Repair, Customer Service, Regional Sales, Marketing, finally becoming VP Sales and Marketing for Yaskawa, USA- gives him a broad perspective of business-customer interaction. With practical business knowledge and an MBA, Peter helps people see the management objectives with a common-sense approach.
Peter believes that “too many people are trying for the quick-fixes, particularly in sales training. They spend $25,000 on some canned program that somewhat approximates management’s needs, spend $5,000 administratively to set up the logistics, spend another $20,000 flying the sales force in for a two-day program, cram an MBA course down their throats in those two days, send them back out to the field, and expect everything to work better. Then, when it doesn’t work, they say training doesn’t work and they’re afraid to do any training again. That’s why I like the customized online approach- especially the Daily Habit. It reinforces the right behaviors specific to each individual every day until they stick- and it’s not such a killer on salespeople’s time and definitely saves the travel budget and logistics cost. But it’s the end state that matters: they actually change behavior, which is really what management wanted in the first place”.
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