While typical sales organizations attempt to drive results through punitive approaches and cost cutting to drive sales by the numbers, the Pease Group promotes the use of improving performance and strategic thinking. Some of their best clients do not look at a budget or forecast but rather focus on growth by emphasizing activities that impact sales.
They have found that putting a number on a growth target can limit the potential sales growth because if someone can achieve a higher number, setting a lower goal limits their potential. Rather, if you focus on how to improve the entire process, everyone will grow and the number will be beaten.
As for the top performers, during this change process, they will remain with or against you no matter what occurs. The bottom section will always be against, but the middle 70% is the area of focus that leaders must seek to move. They must be moved away from the anarchists at the bottom and convinced that they will not be punished as they have been in the past. Instead, there needs to be a process put into place that teaches executives how to coach in this new environment to encourage continual improvement of the sales cycle.
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“We were able to realize almost immediate value—in terms of definitively quantifiable savings—by implementing the concepts introduced during this [Art of Negotiation] program.”Ken MurphyEVP of Sales and Operations, Mattress Firm
“In my particular case, I certainly care about the HR functions, but that’s not why I wake up every day. I care about advancing the ball down the field with our people’s professional development skills and knowledge. You guys focus 100% on the learning piece, and that’s what I like.”Jim StewartCLO, Teradata