Quarter by Quarter

Posted by Jack Derby, Head Coach on Wed, Mar 17, 2010

The good news is that, as a firm, we’ve had a very busy Q1. With budgets in place, almost every customer we’ve worked with in the first quarter held either business or sales planning sessions to think through and create detailed tactical plans. In some cases, these plans focused on Q1, while the majority of them typically detailed just the first half of the year. Only in a few companies, did we bother to define the second half of the year except to note the general financial plan assumptions that led up to the 2010 budget.

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Tags: sales productivity, Sales Optimization, sales management, sales management effectiveness, improved sales management

Jack’s Vermont: Ain’t Spring…yet

Posted by Jack Derby, Head Coach on Wed, Mar 17, 2010

This Past Sunday, 4:00 AM

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Defining Sales Management-Just what is power?

Posted by Jack Derby, Head Coach on Sun, Mar 14, 2010

The issue of “power” was front and center with me all this weekend. With two violent winter storms converging, the coast of NH was slammed with hurricane level, sheering winds and three days of flooding rain. All of which resulted in the loss of power at the house from Thursday through Saturday.

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Tags: sales productivity, Sales Optimization, sales management, sales management effectiveness, improved sales management