Best Practices is truly unique. It is not a “rah rah” seminar where reps go away hyped, then return to their old ways. Instead, they learn to think about what they are doing. They learn how to engage with customers by making a friend and developing relationships. They also focus on time and territory management. The key to success is methodology. Operating in an online environment, reps communicate back and forth with Paul, so that each evening they have to think and communicate about their daily activities. Because of this consistent and ongoing thought process, what they learn stays with them becoming daily habits that bring about permanent change. The coaching they receive is one on one and tailored to the individual so that they improve in the areas unique to their individual abilities.As a result, we have improved overall sales performance by 20-30%… tripled the salespeople exceeding quota…improved the performance level of 40% of the mid-range performers… and turned around 4 out of 6 of the bottom performers.
Roger L. Lapp, Vice President of Sales for SCAN Healthplan
The Pease Group
Contact us today and let us help your business grow!
Is your organization customer-driven, or driven from the top-down? Here are quotes from two business books, “In Search of Excellence” (Tom Peters, Robert Waterman, Harper-Row, 1982) and “Best Laid Plans” (Alan Weiss, Las Brisas, 1990)Read more
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
Thinking of the many organizations that are doing all the tech upgrades and
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.
We’ve all had special people influence our thinking that stamped our souls with virtues, principles, beliefs, and life lessons. Teachers, coaches, parents, ministers, bosses, and neighbors. When I was in high school some thirty-plus years ago I had one of those experiences with my sophomore high school basketball coach. His name was Eugene Zuccarini. Everyone called him “Zook”. At seventy-plus years old he’s still teaching golf. Mentors never cease their passion, do they?Read more
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