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This workshop on managing reps has challenged me to evaluate how we support our reps internally. If what you have in place is not working, no matter what you do you won’t be able to help the reps grow the business.
We are a small family-owned business that just sold to a new owner- I was with the old regime, but now realize our company was not poised to grow. Some of my discussions at the break-out sessions helped me understand from the other attendees that they have better ways to do things and get a rep’s attention.
One thing in the short term is to launch a new website that will be a vehicle of communications and an information tool for managing the relationship better.
You're Bobby Unser book was not only inspirational, but was my hand book all through the 75th Oscars. Times were tough with the impending Iraq war, but I still had a job and that was to WIN. Whenever I felt "out of sync" I would reach for your and Bobby's book, and just flip to any chapter and there was the answer almost on every page. I didn't use "Think and Grow Rich" on this one. I didn't use "Deepak Chopra" Seven Secrets to Spiritual Success" I needed a "Champion's" approach to winning. And God gave me you and Bobby for this last race. And now I'll be carrying "Zook" by Paul Pease around with me as well as the afore mentioned. You're great and truly inspirational. What a gift to give that back to so many in "such a graceless age" to quote Don Henley.
Emmy-Award winning Director of the Academy Awards
Just wanted to drop a note thanking you and Peter for an eye-opening workshop. Bill and I got a lot out of it. It was an eye opener that about thirty people from fifteen different industries had the same issues with reps- good or bad. I’ve mentioned your workshops to a few people already. It was a pleasure spending a few days with you guys- well run and great sharing of ideas.
The book I ordered from Amazon hadn't come in yet, so yesterday I went to Barnes & Noble and bought a copy. I read the first 150 pages yesterday and just now finished. Bobby, I rarely read even 50 pages at a sitting, but I kept reading, at first because I was reading Bobby's book, but after only a few pages I kept reading because every page was interesting -- interesting because it is a well written and well organized no B.S. book -- about real people -- about motivation -- about business -- about racing -- about getting things done -- and about life.
The use of dialogue and the relatively short chapters broken up with shorter sections illuminating the point you are making encourages a reader to read on. Those little personal stories beginning each chapter and concluding at the end of the chapter add spice to the narrative. The Pit Stop Pointers summarizing each chapter is also a nice enhancement.
Something that will impress readers, as it did me, is the way you acknowledge the contributions of other people who helped you along the way. You didn't stop with just a reference and a mention of their names, but went on to explain something about their background, exactly what contribution they made, and the importance of their involvement. Unlike many people who have made it to the "top", you are not reluctant to spread the credit around. Readers will like that.
I'm also impressed about how well Paul Pease can write like you talk.
No bull -- I think you've got a "HIT". Congratulations!
Founder of Jones Inter Cable, which was acquired by ComCast.
Paul helped our division president spark sustained revenue growth. Nearly a year later, despite tough economic times in the newspaper business, a culture shift is occurring in Community Publishing (Add, Inc.) that will help that company drive increased revenue for years into the future. Even more importantly, it’ll be based on a much more creative and focused sales culture!
Journal Communications, Inc. in Milwaukee
I want to thank you for doing such a terrific job at our Sales training program last week. Your presentation was right on track with what I had in mind and it "dove-tailed" perfectly with the things I covered later in the meeting. The Regional Sales Managers all left the meeting with a better understanding of how to be more effective when working with reps. I have never seen this group so "inspired" as they were after your talk...it was simply amazing the effect you had on them! I also listened to the tape that you provided to each of us at the end of your presentation. I really enjoyed it and found it to be one of the most professionally done training tape programs I have ever heard. We would like to invite you to our next National Sales Meeting to be our keynote speaker
North American Director of Operations, Solcon
"As a life long salesperson I have attended dozens of workshops and sales training/motivation presentations including the likes of Zig Ziglar, Tom Hopkins & Brian Tracy. Paul Pease should be included in the pantheon of Sales Speakers. Paul's presentations are "real time - real life - real people". Both times I have attended Paul's presentations for MANA - Build Your Reps Mind-share" I have walked away being a better Sales Manager. His thought provoking seminars have me questioning best practices and rethinking old theories. He has made me better and more successful."
Service Stampings Inc
I just wanted to say that having Paul speak was great. The presentations were very straight-forward yet very helpful. I definitely came away with things I can use right away. This is unlike most other seminars I attended which are just big "Happy Camps" and everyone resumes to previous behavior 5 minutes after leaving because nothing sticks. Although for me any seminar is worthwhile if I can come away with at least one idea to improve myself, I took several ideas from Paul's presentations.
Excellent job yesterday. You nailed most of the issues that the executive team has seen and you said what needed to be said. Being a neutral party you were able to present these issues without pointing fingers or showing emotion. That is not an easy task. I'm glad that some of the "true colors" of some of our managers was apparent yesterday. It was interesting to see the difficulty they had trying to solve what I considered a relatively simple problem. The problem could have been fixed before it became a problem. Our Division executive had offered them the appropriate tools/resources several months ago. Now you can see what we are working with and assist with taking the next proactive steps to building a great business. We value your wisdom and experience.
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.
Vice President of Sales for SCAN Healthplan