Sales Executive Management Seminars, Workshops, Consulting, and Coaching:

Coming Soon! Our blog for our seminar, workshop, and Distance Forum schedules and more.

What sales management issues wake you up at night?
Click on each of the topics listed below to see if some of your questions are there- including some you didn't think to ask.

There are three ways you can take The Pease Group's Solving Critical Questions Successful Sales Management program:

One-day Solving Critical Questions Successful Sales Management Seminars. For those that are time-pressed or can't quite put a finger on the key issues because you have so many, the one-day seminar will provide tips and tactics relating to the topics listed below.

Two-day Solving Critical Questions Successful Sales Management Workshops. For a more thorough and deeper program experience that you leave with a clears set of clear objectives, pre-emptive strategies, and adaptive tactics to address the listed topics.

Ten week program Online (no chat) Solving Critical Questions Successful Sales Management Forums. This program, run via The Pease Group's Distance Forum, is split into two (2) five- week segments with a one-week break in between. This is an asynchronous program (no chat) with clear schedules and deadlines, including group discussion, individual work exercises, and weekly exams.

Topics:

• Communications
  • How do I know they are working?
  • Do we get timely, critical information about potential sales?
  • Are they 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?
• Hiring Right
  • Do I have the right team in place?
  • Why do so many people we hire because they have industry experience fail?
  • If not, what do I do?
  • Where do I find the right people?
  • How do I handle the variety of personalities- from the A+++ to the "coaster"?
• Train Well
  • Why train them?
  • How do we develop salespeople?
  • What works? What doesn't?
  • Are the veterans getting better or "sunsetting"?
• Mutual Action Planning
  • How do we get the field salespeople on the same page as the company's strategic objectives?
  • What do we need to deliver to help the territory grow?
  • Are we able to connect our home office to leading-edge customer solutions?
• 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?
• Compensation Plans That Work
  • Do you know your sales team is earning the checks you are signing?
  • What is the right sales compensation package? Salary plus bonus? Commission?
  • Do spiffs work?
  • How do I 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?