Tension...and Sales

Posted by Jack Derby, Head Coach on Thu, Sep 27, 2012

Every good sales organization is charged with tension...especially right now.  Here we are only a couple of days away from closing Q3.  Friday night will define the tale of the tape against which we measure both our company's objectives and our own personal quotas.  Then, just to punch the tension up a notch, next Monday morning, at the crack of dawn, with a turn of the page and a click of the mouse, we're immediately thrust into the super-critical 63 selling days of Q4. 

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Tags: sales productivity, sales coaching, Sales Optimization, sales, sales management, sales management effectiveness, sales plan process, sales coach, sales management coach, sales effectiveness, sales enablement, sales planning, sales tools, selling, sales management training, selling skills, sales optomization, Sales quota, sales training, sales plans, sales jobs

Reunions, Trust …and Sales

Posted by Jack Derby, Head Coach on Tue, Sep 18, 2012

This past weekend was spent at my high school reunion.  With an open house reception at the town library Friday night extending to a Town Day parade, receptions and a town hall party on Saturday and finally to a “See-Ya-in-5-Years” brunch on Sunday morning, the town of Arlington welcomed back its returning artists and dancers, pilots and soldiers, nurses and docs, professors and teachers, business leaders and tow truck drivers with open arms.  

With high school yearbook pictures hung around our necks, each of us bravely entered the uncertainty of greeting friends and lovers who we may not have seen since graduation decades ago or at least since the last reunion.  And what did each of us learn and take away from those three days of sharing stories and pictures, laughs and tears and absorbing an overall superb experience?   I think that it is that real friendships never go away.  No question, you can go home again, take a trip back into nostalgia and history and then jump ahead to the fullness of exploring that newly kindled relationship one more time.  Why?  Because it’s part of the DNA that exists in our head and is baked into who we are and not what we are.

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Tags: sales productivity, sales coaching, Sales Optimization, sales, sales management, sales management effectiveness, sales plan process, sales coach, sales management coach, sales effectiveness, sales enablement, sales planning, sales tools, selling, sales management training, selling skills, closing sales, Sales quota, sales training, sales jobs

Lifeguards...and Sales

Posted by Jack Derby, Head Coach on Sun, Sep 09, 2012

Everyone needs a lifeguard!

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Tags: sales coaching, Sales Optimization, sales, sales coach, sales management coach, sales enablment