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
We Can Help You Solve Sales Management Challenges
Ask Us HowWhat We Do
The DEALThe core of the problem for sales management is we really haven’t asked the right question. Instead of asking, “What makes a salesperson sell or not sell”; or “How do we know one person is capable of selling and another not?” we should ask, “How do we find and develop the right salespeople who do the right thing when nobody is watching?” Think about it: If you have to make them sell, what happens when you take your finger off the trigger, your eye off their work, or step out of the room and leave them to their own devices? Do they stop? Do they start doing the wrong things? Isn’t that a bit tiring? Why do they need constant adult supervision?
Sales Executive seminars, workshops, and online forums from The Pease Group have helped sales executives become more effective leading their sales teams by looking at the entire sales team development process through the DEAL.
Mutual Action Planning Workshops and Programs
Mutual Action Planning is a collaboration by management and field sales
to focus on key initiatives to grow profitably. It is not a cook-book
approach to rigid plan-and-report sales management. With Mutual Action
Planning, both the field sales rep and the home office management commit
to activities to achieve the growth objectives. Through Mutual Action
Planning, ambiguities and presumptions are removed because expectations
and commitments are agreed and communicated.Training and Development
While sales is a somewhat clearly defined process- prospect, qualify, propose, handle objections, and close- each market and each selling situation has subtle nuances that make it difficult to apply a one-size-fits-all system to any sales force. Each salesperson’s strengths and weaknesses differ- we don’t assume they all need closing or that they all need qualifying. Our approach is to lay out the fundamental process of selling as it pertains to your industry, and then engage the sales team to see who has what strengths or weaknesses. We facilitate Best Practices mentoring among the sales peers while injecting fresh perspectives and approaches from our outside world experiences.
Events
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Testimonials
Read some testimonials from our clients.

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