Gotta Get Into the Rhythm of Sales & the Summa'

Posted by Jack Derby, Head Coach on Wed, Jun 21, 2017

The Rhythms of Life...and Sales

This time of year, that phrase of "What's up for the summa'?"  jumps into our vocabulary whether we want it to or not.  It's the natural rhythm of the seasons, and, right now, with the catalyst of hotter weather and the kids being out of school, that rhythm pushes us into figuring out exactly what we're going to be doing over the next 10 weeks. 

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Tags: Sales Management Best Practices

Why do we teach?  Can we coach?  How do we manage?

Posted by Jack Derby, Head Coach on Fri, Jun 16, 2017

This job of being a successful sales manager requires heart! 

Nothing in the career of sales management is for the faint of heart!  This is a profession that requires a constant ability to balance selling and management skills, both of our people and our customers, while keeping an ever watchful eye on the monthly, quarterly and annual clocks.  Thinking more directly about the true meaning of why "heart" is at the lifeblood of this career, if one wants to be "successful" as a sales manager, one must be "consistent", and in order to be "consistently successful", one needs to have heart and truly love what one does. 

  • You've got to love this as a career, and not just like it as a job
  • It's not good enough to just enjoy the work, or just be good at it
  • This is a career that requires jump-out-of-bed and love going to work passion.  

Whether the title is SVP or VP of Sales, or National, Regional, or District Sales Manager, or any of the ego-inflating titles of CRO or CSO, the real work of any successful manager of sales comes down to striking a work balance between being a Player and being the Coach. 

Let's assume that I have some level of sales and sales management skills.  The question that I then must ask and answer, and will ultimately guide my success and the success of my team, comes down my decision of how much time am I as a manager going to spend playing the game, and how much time am I going to spend coaching my team.

Jack's Law of 3,000

  • The average "very good" salesperson spends 57.5 hours a week "working".
  • The average "very good" sales manager guiding a team of 6-10, spends 65
Subtract travel, ineffective meetings, standard non-utilizable time (early Mondays and late Fridays, for example), and the actual "Selling & Sales Management Time", which consists of preparing my team for the game, coaching the game and then following up, comes down to only 30-40% of the total time available! 

The rest of that time from the original 3,000 to 3,800 hours is either simply not there (vacations, holidays, sick days) or is managed very ineffectively.

So, why do we want to become sales managers?

  1. For the competitive sales DNA in us that strives to win and be recognized for our wins
  2. It's another step from salesperson, to manager, to VP to CEO. (20%+ of the F500 CEOs)
  3. We simply love building and coaching a team...and, of course winning, which goes to #1.

 What are the most important sales management Skills & Attributes?

  • Attributes:  Integrity, Trust, Accountability and Work Ethic
  • Skills: Strategic & Tactical Planning, Hiring & Developing, Leadership & Communication

Want to learn more and be part of a very unique experience?

Attend our Sales management Boot Camp:  October 1st-3rd

 

Good Selling, Good Marketing...and Good Planning !
The time is now, not tomorrow !

 

Head Coach  

 Derby Management...for 25 years
 -Sales & Marketing Productivity experts
 -Business & Strategy Planning specialists
 -Senior Management Coaches for CEOs & VPs


Boston, MA 02117
Jack's Cell: 617-504-4222 
jack@derbymanagement.com

 

 

 

 

 

 

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Tags: sales management boot camp, improving sales productivity, sales enablement, sales effectiveness

So, just what the heck is Marketing?

Posted by Jack Derby, Head Coach on Fri, Jun 09, 2017

If you ever want to slow down or disrupt a board meeting or a strategy session, just ask this question...

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What would the Godfather do to improve Sales Productivity ?

Posted by Jack Derby, Head Coach on Thu, Jun 01, 2017

This post is adapted from the excellent perspectives of JP Nicols 5 Lesson Leadership Lessons From the Godfather. JP provides a very interesting hangout. Check him out.

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Tags: sales management boot camp, improving sales productivity, sales effectiveness, sales optomization, sales enablement