Winta' Tasks...and Sales

Posted by Jack Derby, Head Coach on Wed, Dec 26, 2012

Yesterday was a great day for family, snow (at least here in Vermont), gigabytes of pictures taken with newly unwrapped cameras and iPhones, along with way too much food.  Just what Christmas is supposed to be.  I could have done without the 350 mile rotation to “therealworld”  commuting from "vermontwinterfantasyland”, however, other than that, it was all good.

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Tags: sales productivity, Sales Optimization, sales management, sales management effectiveness, sales coach, sales management coach, sales effectiveness, sales enablement, sales planning, sales tools, selling, sales management training, sales training, sales plans

What Counts...and Sales

Posted by Jack Derby, Head Coach on Wed, Dec 19, 2012

With everything going on around us…the pressures of the end of the year sales, the craziness of December in general, the senseless tragedy in Connecticut, and the continued stupidity of the party-entrenched Washington politicians carrying on ivory tower debates over what will determine the economic stability of our country for years to come, it’s hard sometimes to maintain focus on the things that really count.

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

Legends...and Sales

Posted by Jack Derby, Head Coach on Mon, Dec 10, 2012

Dave Brubeck...

When I was 16, my friend and I hitchiked to Newport one summer heading to the NewPort Jazz Festival attending the free workshops during the day and sneaking into the concerts at night to listen to the true legends of jazz crossing the spectrums from Basie, Coltrane, Gillespie, and Monk to Dave Brubeck, whom I had never heard before. Five summers ago, I had the opportunity to be part of an intimate 90 minute session, where Brubeck, looking deceptively frail, once again took absolute command of the keyboard as he started the set with that same mystical lilt heard right at the beginning  of "Take Five".  I vividly remember Brubeck both back in the early 60's in Newport and also in a small art center a couple of years ago in Vermont and was saddened to hear about the death of this true legend last week.

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Tags: sales productivity, sales coaching, Sales Optimization, sales, sales management, sales management effectiveness, sales coach, sales management coach, sales effectiveness, sales enablement, sales planning, selling, sales management training, selling skills, sales training, Zig Ziglar and sales

Seekers & Finders...and Sales

Posted by Jack Derby, Head Coach on Tue, Dec 04, 2012

With now just 16 selling days (and that's stretching the reality of real sales time) until the end of the year, the pressure’s on, everyone is heads down, and totally focused on that one simple thing-QUOTA-before the end of the year.  Statistics tell me that in a B2B world, only 67% of salespeople make their quota every year, which I always find curious…and shocking…since in my companies, on average, that number is up in the mid 80’s.  With only 67% as the average, that means that there must be a lot of salespeople really struggling down in the 30 and 40 percentiles.  No wonder the turnover rate is so high among salespeople taken as a total. 

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Tags: sales productivity, sales coaching, Sales Optimization, sales, sales management, sales management effectiveness, sales coach, sales management coach, sales effectiveness, sales enablement, improved sales management, sales management training, Sales quota, sales jobs, jobs, finding sales jobs, how to close sales