The Pease Group     Making Excellence a Habit

Programs on Sales Management

There are three ways to take The Pease Group’s Successful Sales Management Program:

One-day Seminar: Time pressed? Want an overview? Then the Successful Sales Management One-day Seminar is the right choice.

Two-day Workshop: Looking for a more thorough, interactive program? Do you need to develop a clear strategy to achieve your management objectives? The Successful Sales Management Two-day Workshop  provides you the roadmap to growth.

Five-week Distance Forum: Do you need to develop a strategy for change and growth as well as put it through a thorough peer vetting process before implementation? Our Five-week Successful Sales Management Distance Forum will prepare you to implement a shift in organizational culture and to overcome the tough challenges that prevent long-term success.

What sales management issues keep you up at night?

Topics:

  • Communications
    • Do you get timely, critical information about potential sales?
    • Is field sales communicating the critical information you need from the field, or are they only communicating when they complain?
    • Is there too much negative back-channel talk?
    • Does the home office communicate regular, pertinent, timely information to field sales?
    • How do you know your field salespeople are working?
    • Why don’t they use the sales force automation sytem to its full potential?
    • Does the home office provide feedback to field sales?
  • Hiring Right
    • Do you have the right team in place?
    • What are the right hiring criteria for salespeople?
    • Where do you find the right salespeople?
    • Why do so many people we hire with industry experience fail?
    • How do I handle the variety of personalities- from the A+++ to the do-the-minimum “coaster”?
  • Train Well
    • Why train field salespeople?
    • How do you develop salespeople?
    • What works? What doesn’t?
    • Are the veterans
      • Getting better?
      • Leading by example?
      • Too arrogant to learn new things?
      • or “sunsetting”?
  • Mutual Action Planning
    • How do you get the field salespeople on the same page as the company’s strategic objectives?
    • What does the home office need to deliver to help the territory grow?
    • Are we able to connect our home office to leading-edge customer solutions?
    • What is the commitment beyond selling of the salesperson to grow the territory?
  • The Role of the Sales Executive in the Field
    • Sales is a contact sport. Why does the sales executive need to be involved?
    • What is the role of the sales executive on a sales call?
  • Sales Team Development
    • Sales Councils
    • Successful Sales Meetings
    • If your team focused on fixing things or are they focused on getting better?
    • Are they patient enough when necessary to avoid bigger problems later?
    • Are they order-takers, or can they dig business?
    • Do your salespeople understand the commercial aspects of business?
  • Compensation Plans That Work
    • How do you know the sales team is earning their checks?
    • Does the CFO know they are earning their checks?
    • What is the right sales compensation package? Salary plus bonus? Commission?
    • Do spiffs work?
    • How do you handle split sales credit/ commissions?
    • Being fair isn’t: Why territories and leads just never divvy up evenly.
    • Is the compensation package punitive, stagnating, or rewarding?
    • Does the compensation package choke growth or reward it?
    • Should you pay for the “easy” sales?
  • Time Management/ Priority Setting/ Self Discipline
    • Are your salespeople focused or in pinball mode?
    • When situations call for quick decisions, do they know what to do?
    • Can you make quick decisions because you know priorities?
    • Do they walk away from bad deals?
      • Do you support them when they do this?
  • Tough Decisions
    • Are your salespeople really salespeople?
    • Do you know when to continue to develop talent versus letting them go- as the right decision for both your company and their career?
    • Do you know the difference between an emotionally irrational salesperson and a passionately vocal salesperson?
    • Are you getting “blind-sided” by major problems that have been brewing for a long time?
    • Is there too much insubordinate back-channel talk?