Rally Cry...and Sales

Posted by Jack Derby, Head Coach on Fri, Mar 27, 2015

A friend of mine just became the head of a large bank, which is one of our larger customers.  A solid and very comfortable guy that your first reaction to is... "I'd just like to sit around talking to to him".  Ex-football player from Dartmouth who now maxes out on a couple of Tough Mudders every year.  Great family man, just a nice guy, who is very focused on what he and his managers need to do in terms of performance and accountability. 

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Tags: sales productivity, Sales Optimization, Sales Management Best Practices, sales management effectiveness, sales effectiveness, sales enablement, sales management training, sales training, sales plans, sales management boot camp, strategic planning

108.6...and Sales

Posted by Jack Derby, Head Coach on Fri, Mar 20, 2015

Monday's Boston Globe:  Just after 7 Sunday evening, with 2.9 more inches of fresh snow blanketing Boston, the National Weather Service announced that the city had notched its snowiest winter since records started being kept in 1872.

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Tags: sales productivity, Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales and marketing best practices, sales planning, sales management training, sales management boot camp, sales producitivity

Just 5 Questions...and Sales

Posted by Jack Derby, Head Coach on Fri, Mar 13, 2015

As we move through March and the end of the first quarter, I always regard this time of year as a critical experiment of the new ideas, new strategies, new tactics, new activities and new people that you and the team planned for way back in October and November.  I like to think that both company-wide business plans and departmental-specific sales plans always work because, whether or not they result in the actual forecasted numbers, the planning framework that has been created is actually more important than the results since it provides a consistent process and structure that you can refine and refine again during the balance of the year.  By keeping to this process consistently, I guarantee that you will ultimately get to your goals and objectives.

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Tags: sales productivity, sales coaching, Sales Management Best Practices, sales management effectiveness, sales effectiveness, sales enablement, selling, Sales quota, sales training, sales management boot camp, strategic planning

How do you Rank? ...and Sales

Posted by Jack Derby, Head Coach on Tue, Mar 03, 2015

Here we are at the beginning of the last month of the quarter, and as managers and sales professionals, we're consistently reviewing ....

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Tags: sales productivity, Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales and marketing best practices, sales, sales management, sales plan process, sales effectiveness, sales enablement, sales planning, sales management training, sales management boot camp