The Pease Group includes Paul Pease, founder, and independent contractor trainers. A twenty year sales veteran, Paul Pease started developing sales training programs in 1991 with the same approach he used in sales: find the customer’s problem and solve it. Every project is tailored to fit the client’s specific needs.
Many sales executive programs offer a systemic, top-down, numbers-driven approach to managing sales. Find the silver bullet methodology, or re-produce the system that top-producing salespeople have developed. Then bring the salespeople in for three days and ram it down their throats. Use carrots and sticks to drive behavior. Finally, twelve months later, the numbers still aren’t there.
But this is not uncommon: organic growth via sales is not something most companies know how to master. At the June 2007 Training Leadership Summit in Phoenix, Arizona, Joe Kalkman, VP of Best Buy said, “Ninety-six percent (96%) of worldwide companies greater than $15 billion aren’t growing at the rate of inflation.” That was in 2007, BEFORE the recession. Without any focus on developing business through customers via sales that the recession we have today is so deep?
The Pease Group has a different approach to revenue growth. In addition to customization, they believe organic business growth through improving sales productivity and performance is a healthy, long-term business strategy. This is done with a no-nonsense approach, which includes asking the executive: “ Could you be the core of the performance problem? What do you need to do to become more effective?”
The Pease Group asks tough questions. They expect the effort required to change to be somewhat painful in the short term. In turn, The Pease Group dedicates their efforts and focus in bringing their valuable experience, knowledge, and passion for improvement to help the client permanently raise sales performance. The Pease Group’s basic philosophy is it is better to endure the short-term pain of change than suffer the long-term slow death of the status quo, as so many companies- not even growing at the rate of inflation before the recession- are going through now.