Success, Rewards, Corvettes...and Sales

Posted by Jack Derby, Head Coach on Thu, Jun 26, 2014

To the uninitiated, the managers who never actually sold anything, the presidents who did not climb up the rungs from entry-level sales positions to become the #1 salesperson, and to the operations managers who regard salespeople as a necessary evil, the presumption is that money drives success in salespeople.  

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Tags: sales coaching, Sales Optimization, Sales Management Best Practices, sales effectiveness, sales producitivity, sales culture, sales boot camps

Managing Stress...and Sales

Posted by Jack Derby, Head Coach on Sat, Jun 14, 2014

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Tags: Sales Optimization, Sales Management Best Practices, sales management, sales management effectiveness, sales effectiveness, sales enablement

The Criticality of Time...and Sales

Posted by Jack Derby, Head Coach on Thu, Jun 05, 2014
  • -220 work days in the year
  • -"the best" sales people work 57 hours/week
  • -15%/week is the average time totally wasted
  • -only 57%/week spent on actual "selling"
  • -most deals take 6 calls & meetings to close
  • -most salespeople give up after 3 calls
  • -most salespeople create 65%+ of their own leads
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Tags: Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales management effectiveness, sales enablement, sales planning, sales management training