2021 a year all about change...

2021This week...

I write this this afternoon at the end of an extraordinarily cataclysmic week. 

I could not even begin to provide any meaningful content today that has not been said better and more fluently by much more knowledgeable people than me. 

So, I'm not even going to try to add anything to the rhetoric except to focus on this critical word... 


Clearly 2020 has been a year of tumultuous change-many difficult, some heartbreaking and almost every aspect of what actually became a culture of change formed around breaking away from what we previously described as "normal".

Over the holiday break, I retreated to the woods of my beloved Vermont. 

  • Worked on work stuff pretty much every day
  • Crunched through creating the spring syllabus sending it out on the 26th
  • Spent time walking through the woodlot chainsaw in hand

Sales plans-1And, just like you, did some serious thinking about life, work, family, money, and yes, a lot of time thinking through what this year would unfold...in my own case, in the profession of Sales.  11 months ago, these ideas were only rapidly changing and unmanaged concepts based only on the fact that I knew we all would still need to sell no matter what happened during the balance of 2020. 

Feeling more comfortable with what I was observing during the summer, I began to take firmer positions on a number of levels moving rough-hewn concepts down to tactical realities that were actually being played out among our wide variety of our customers' markets.
Now with the end of the year results rolling in from our own customers in addition to a diverse variety of inputs from other sources, I feel more convinced than ever as to where the practice of professional sales is headed in during 2021. In many cases, we're taking a hard stand on our 2021 thoughts based on the data, interviews and 30 plus years of managing sales.  In others, we will be more experimental in our approaches to tactical changes.  But, in all cases, we are talking about major change in the practice of Sales.  Right now, we're polishing up the text and will share these ideas with you in next week's blog.

My only last couple of words today as we enter into the still-unknowns of 2021 is to both emotionally and structurally embrace the concept of positive change in our businesses and especially in Sales!

Have a great day selling & a hopefully relaxing weekend!

Jack Derby, Professor & Sales Coach


If at any time, you have a need for a confidential sounding board for Sales, just connect with me at any time.  Text or email me, and I'll quickly set up a call.  I'm a pretty good listener. 

Obviously, no cost for a call or two; just an opportunity to listen intently and make a few recommendations based on decades of experience.





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