Our method for creating the peace zone in Ventas: PEACE
Posted: Thu Jan 23, 2025 8:36 am
The role of sales managers is to seek efficiency: achieving more results with less effort.
With this in mind, we created a sales method to achieve efficiency in commercial management , for managers who want to improve their results and the quality of life of their teams. The goal is for your company not to depend on stress and brute force to meet the year's goals.
The acronym PEACE stands for Process , Empowerment , Approach , Conversion , and Evolution . Sales management works through each of these steps and generates more results through a framework of:
Techniques and activities.
Tracking Metrics .
Characters participating in each stage.
Support tools.
Management rituals.
PEACE works for any type of company, at any stage, of any size, maturity or industry.
It works for companies that believe that their sales team is lost, that they greece whatsapp resource can and should generate more results, and that, despite this, they still use brute force to achieve their goals.
It also works for companies that already have a mature and structured sales process, and want to scale sales. This is our case at RD Station, for example. In 2020, we ran the PEACE framework several times in our own operation!
If you are a sales manager, I highly recommend that you apply the PEACE method to your operation today. I am not going to say that it is easy, but I can assure you that it has its simplicity. In summary, the pillars of the method are:
1. Process
I’ve heard countless times from sales leaders that they have a well-defined sales process. But they really don’t. Most confuse tasks with process, and consider a to-do list as their sales process: “lead enters the funnel, I make a call, then an email, a meeting, then this and that.”
The process is the map of the business operation. You can't find the treasure without a map. There's no point in looking for tools, technologies, motivational talks, training and methodologies if you don't know exactly what works and what doesn't, what the right path is.
In the Process stage , the important thing is to define a sales funnel, with the activities of each stage, triggers (actions) that the client performs that allow them to advance in each stage, mapping the reasons for loss and monitoring the volume of opportunities in each stage of the funnel.
The most important tool here is the sales playbook , a document (can be in Word, PowerPoint, spreadsheet, etc.) that has a complete and clear process layout. This document can be consulted by the team, will help train new salespeople, and will allow you to review the process from time to time.
Finally, the playbook should have support and validation rituals. Monitor the percentage of salespeople who strictly follow the playbook, frequently validate the process with the team, and track progress over time.
2. Empowerment
Sales management is people management. A manager has the role of leading the sales operation to achieve goals. With the process well defined, you must involve and train the sales team on this model.
Sales leadership should be the main character in sponsoring the process, advocating day to day with the team and making improvements when necessary.
Whenever a process changes, there will be resistance, that's normal. It will be a period of hard work and sweat, also of mistakes that will only appear when the process is running in routine. It's part of the adaptation process!
The Empowerment stage consists of ensuring the participation of the team in the daily execution of the business process, with the help of essential points:
Explain what is expected of the team.
Clarify why it is important to follow the process.
Explain the gains for salespeople (efficiency, higher quality leads, more profitable sales).
Define what data will be monitored and how it will be used to improve processes.
Structure training so that the team stays aligned.
Without the empowerment of the sales team, the manager will continue to depend on brute force to achieve results, on the stress of the last week of the month, on almost miraculous actions.
The use of CRM becomes essential and the first analysis metrics come from it : ensuring that opportunities are created in the system, that all fields and observations are filled out, that the reasons for loss are appropriately marked, etc.
In an empowered team, any attempt to “circumvent the process” hurts those who don’t follow the playbook and not those who do. For this reason, recognizing those who are following the process and everything that has been agreed upon is also an empowering activity.
3. Approach
Now that you have a well-defined sales process in place within your team, it’s time to better understand how opportunities are approached, the questions asked, and the techniques of your sales team.
In the Approach stage , CRM, communication media (email, telephone, WhatsApp, etc.) and techniques such as SPIN Selling come into play as the tools that will act to improve interactions with each opportunity.
Selling isn’t a 100-meter race, it’s a 42-kilometer marathon. Every contact a prospect makes with your company is a milestone on this journey. So, use these contacts as inputs to learn more about what works and what doesn’t in each approach.
Get into the habit of listening to call recordings and reviewing emails sent, and provide examples of what to do and what not to do for the team. This is not a time for judgement or evaluation, but for practical learning. Another very useful ritual to calibrate the approach is “role-playing” – simulations of common and challenging situations to train the team and fine-tune the pitch.
It's also time to share everything you're doing in Marketing, sharing campaign initiatives with the team so they can use this information for an even more connected and personalized approach according to the purchasing process.
4. Conversion
Many managers leave the sales team adrift for the month, and in the last week they seem to demand results. This attitude is what prevents many companies from achieving their objectives, because there is a lack of predictability and time to change their strategy.
It is essential for management to know how to say what is expected to close next week, for example.
Predictability in sales only exists after a process is designed, implemented by a trained team that follows intelligent work routines, which are well aligned with the focus and connection with the customer.
In this step, you should track sales funnel metrics such as cycle length and conversion rates by step or customer profile.
This is the information that gives you the basis for making decisions throughout the month and not just at the end of the month. If you know the average length of your sales cycle and the conversion rate at each stage, you can project how many opportunities should move forward by the end of the week and whether that volume is sufficient for the overall goal.
With this in mind, we created a sales method to achieve efficiency in commercial management , for managers who want to improve their results and the quality of life of their teams. The goal is for your company not to depend on stress and brute force to meet the year's goals.
The acronym PEACE stands for Process , Empowerment , Approach , Conversion , and Evolution . Sales management works through each of these steps and generates more results through a framework of:
Techniques and activities.
Tracking Metrics .
Characters participating in each stage.
Support tools.
Management rituals.
PEACE works for any type of company, at any stage, of any size, maturity or industry.
It works for companies that believe that their sales team is lost, that they greece whatsapp resource can and should generate more results, and that, despite this, they still use brute force to achieve their goals.
It also works for companies that already have a mature and structured sales process, and want to scale sales. This is our case at RD Station, for example. In 2020, we ran the PEACE framework several times in our own operation!
If you are a sales manager, I highly recommend that you apply the PEACE method to your operation today. I am not going to say that it is easy, but I can assure you that it has its simplicity. In summary, the pillars of the method are:
1. Process
I’ve heard countless times from sales leaders that they have a well-defined sales process. But they really don’t. Most confuse tasks with process, and consider a to-do list as their sales process: “lead enters the funnel, I make a call, then an email, a meeting, then this and that.”
The process is the map of the business operation. You can't find the treasure without a map. There's no point in looking for tools, technologies, motivational talks, training and methodologies if you don't know exactly what works and what doesn't, what the right path is.
In the Process stage , the important thing is to define a sales funnel, with the activities of each stage, triggers (actions) that the client performs that allow them to advance in each stage, mapping the reasons for loss and monitoring the volume of opportunities in each stage of the funnel.
The most important tool here is the sales playbook , a document (can be in Word, PowerPoint, spreadsheet, etc.) that has a complete and clear process layout. This document can be consulted by the team, will help train new salespeople, and will allow you to review the process from time to time.
Finally, the playbook should have support and validation rituals. Monitor the percentage of salespeople who strictly follow the playbook, frequently validate the process with the team, and track progress over time.
2. Empowerment
Sales management is people management. A manager has the role of leading the sales operation to achieve goals. With the process well defined, you must involve and train the sales team on this model.
Sales leadership should be the main character in sponsoring the process, advocating day to day with the team and making improvements when necessary.
Whenever a process changes, there will be resistance, that's normal. It will be a period of hard work and sweat, also of mistakes that will only appear when the process is running in routine. It's part of the adaptation process!
The Empowerment stage consists of ensuring the participation of the team in the daily execution of the business process, with the help of essential points:
Explain what is expected of the team.
Clarify why it is important to follow the process.
Explain the gains for salespeople (efficiency, higher quality leads, more profitable sales).
Define what data will be monitored and how it will be used to improve processes.
Structure training so that the team stays aligned.
Without the empowerment of the sales team, the manager will continue to depend on brute force to achieve results, on the stress of the last week of the month, on almost miraculous actions.
The use of CRM becomes essential and the first analysis metrics come from it : ensuring that opportunities are created in the system, that all fields and observations are filled out, that the reasons for loss are appropriately marked, etc.
In an empowered team, any attempt to “circumvent the process” hurts those who don’t follow the playbook and not those who do. For this reason, recognizing those who are following the process and everything that has been agreed upon is also an empowering activity.
3. Approach
Now that you have a well-defined sales process in place within your team, it’s time to better understand how opportunities are approached, the questions asked, and the techniques of your sales team.
In the Approach stage , CRM, communication media (email, telephone, WhatsApp, etc.) and techniques such as SPIN Selling come into play as the tools that will act to improve interactions with each opportunity.
Selling isn’t a 100-meter race, it’s a 42-kilometer marathon. Every contact a prospect makes with your company is a milestone on this journey. So, use these contacts as inputs to learn more about what works and what doesn’t in each approach.
Get into the habit of listening to call recordings and reviewing emails sent, and provide examples of what to do and what not to do for the team. This is not a time for judgement or evaluation, but for practical learning. Another very useful ritual to calibrate the approach is “role-playing” – simulations of common and challenging situations to train the team and fine-tune the pitch.
It's also time to share everything you're doing in Marketing, sharing campaign initiatives with the team so they can use this information for an even more connected and personalized approach according to the purchasing process.
4. Conversion
Many managers leave the sales team adrift for the month, and in the last week they seem to demand results. This attitude is what prevents many companies from achieving their objectives, because there is a lack of predictability and time to change their strategy.
It is essential for management to know how to say what is expected to close next week, for example.
Predictability in sales only exists after a process is designed, implemented by a trained team that follows intelligent work routines, which are well aligned with the focus and connection with the customer.
In this step, you should track sales funnel metrics such as cycle length and conversion rates by step or customer profile.
This is the information that gives you the basis for making decisions throughout the month and not just at the end of the month. If you know the average length of your sales cycle and the conversion rate at each stage, you can project how many opportunities should move forward by the end of the week and whether that volume is sufficient for the overall goal.