What it's like teaching "The Science of Sales"

In both my Marketing course and in my Science of Sales course, the process is to involve six real-life companies in each course who have a need to develop either a detailed sales or marketing plan.  Six juniors and seniors, with balanced experience, are assigned to each project prior to the semester beginning with specific assignments to be read and Hubspot certification to be completed prior to the first class.  Then for the period of the next 13 weeks, there is content supplied by me, by my TAs and especially from my alums who have over the years now moved into sales or marketing management positions and come back to class to instruct.  The teams work with their management on a weekly basis with guidance from me and our instructors producing a final detailed plan around the objectives of their manager who ends up providing 40% of their overall grade. 

  • It's deeply detailed, 
  • It's complex as we teach a new language, technology and math
  • It's a heavy time commitment with 2x-3x more time spent outside the classroom than in
  • Most importantly it's real life where the experience of Sales changes constantly
  • And then, there's the side benefit that the students are often offered jobs

The syllabus and the six projects go to the students on July 5th and choices will be made within the following 48 hours, and I have been working through the syllabus with my TAs for the fall, I thought about one of the more impactful presentations made at the very beginning of this past spring's semester, which was done by Brian Bresee, Director of Sales for Hubspot's NA Partner Program and an alum from this course.  To give applause and superb thanks to my other 10 alum instructors, everyone did a superb job !!! of instructing digging deep into processes, roles, technology, and compensation planning!  What Brian provided in that second class was to give a framework of basic simplicity to what is one of the new rules of the Science of Sales: Prioritization, Personalization and Persistence!  Three critical words to think about today as we now are on the final countdown for the end of the Q on Friday. 

 

Ever since the Harvard Business Review woke up 10 years ago to the fact that there's basic science in the world of Sales and that buying decisions are not made as the result of sports tickets and Dunkin' delivered by JoeyBagaDonuts, there's been a wave of sales terms of Sales Optimization, Sales Enablement, Customer Journey Mapping, Social Selling, Omnichannel Sales, and now, of course Sales AI.  All of these new phrases simply come down to the basics that as a sales manager, I simply want to provide my team with improved productivity and efficiency while providing our customers with improved value.  Higher productivity on one hand and higher value on the other!   

Just a couple of short comments this morning as we stare down the end of the Q in two days!

Good selling today!

 2023 SALES PLANNING 

Check out our updated sales productivity site page.  Just page down to get our new edition of Writing the Winning Sales Plan for 2023.  Or you can just email me, and I will send you a free copy.  Connect with me at any time for some quick ideas and feedback. There's never a cost for a call or two, plus I love listening and talking about Sales & Marketing.   

www.derbymanagement.com  
Derby Entrepreneurship Center@Tufts.

 

 

 
 
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Tags: Derby Entrepreneurship Center at Tufts, 2023 Business Planning, 2023 Sales Planning, 2023 Marketing Plans

TOFU or BOFU? Time to plan!

With the end of the Q just eight days away (don't plan on anyone working on the 30th before the July 4th weekend/holiday week), it's time to plan the second half of the sales year in terms of strategic focus and where I'm going to focus my management time and my limited budget.  Do I focus on ...

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Tags: Sales Best Practices, Sales Management Best Practices, Making Tough Choices, 4th of July, Derby Entrepreneurship Center@Tufts, 2023 Business Planning, 2023 Marketing Plans

The Rhythm of Successful Selling

Last Sunday I began my own rhythm of "The Summa' of '23" with my first official beach day.  Whenever I'm working out of the home office at the NH beach, days like today begin with a beach run of a couple of miles, but pure beach time is simply doing little to nothing except reading and walking the beach. 

There's a planned rhythm to my own process of pulling out the special beach blanket, unpacking the new spray cans of Trader Joe's Sunscreen, and packing the canvas beach bag with my i-Pad, articles I've printed out during the week. and survival snacks and a beverage. And all of that prep came together to a point of perfection on the perfect beach weather day last Sunday! 

All it took was a bit of planning, prep, a bit of process, and having the rhythm of having various right tools in the right place at the right time.  

 

Today with only 12 selling days left in the Q, the most successful salespeople have perfected their own selling rhythm to these 12 weeks of the quarter, the 20 days of June and the planned flow of the next 12 days.  

  • There's a prep time over the weekend to fine tune the details for the upcoming week
  • There's email and calling patterns to "the money hours" of every day
  • There's scheduled online and F2F meetings with detailed prep already planned

Every successful salesperson is hyper attentive to their own time availability and matching that to the limited time of their customers.  One key Covid takeaway is that we know at every level that we all have very limited available time.  We also learned very successfully that well planned 30-minute zooms both in terms of personal efficiency and customer effectivity easily replaced the waste of two-hour drive times.  None of us, especially in today's financially cautious world, have any "extra" time, and by simply taking 15 minutes on a daily rolling basis looking out a week ahead of time to plan out the upcoming week and the balance of the month pays huge dividends...especially now halfway through the last month of the Q.  

 

Sales Process

If creating that daily/weekly/monthly rhythm creates a level of sales success by leveling out our 10-12-hour days, there is nothing more impactful in sales success than adopting the rhythm of one defined sales process which becomes "The Way" we sell. 

"The Way" then becomes the religion of how we sell. Every successful salesperson has their own sales process.  It's one of the reasons that they're successful, and they have honed that process over their years of selling. 

What's much more impactful for the entire company is taking those individual best practices of sales success and adopting a formal rhythm into a unified sales process for the entire sales team from BDRs to AEs to management as "The Way":

  • Same process with the same 6-7 steps from Qualify to Close
  • Same email, content, and presentation tools for specific steps
  • Same required fluency in CRM use, analytics and immediate access to tools
  • Same required skills training consistent among everyone on the team
  • Same pride and culture of being on a winning team that has a rhythm and a plan 

Sounds too formal and too much work?   Check out our sales process tools since the math says otherwise with results of 20%-25% sales productivity improvements in just 9-12 months. 

HAVE A GREAT DAY SELLING TODAY!!!

Just some thoughts for tuning up your own rhythm ! 


2023 SALES PLANNING 

Check out our updated sales productivity site page.  Just page down to get our new edition of Writing the Winning Sales Plan for 2023.  Or you can just email me, and I will send you a free copy.  Connect with me at any time for some quick ideas and feedback. There's never a cost for a call or two, plus I love listening and talking about Sales & Marketing.   

www.derbymanagement.com  
Derby Entrepreneurship Center@Tufts.

 

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Tags: Sales Optimization, Sales Best Practices, Sales Management Best Practices, closing sales, Selling Successfully in a Covid World, hiring sales people, Derby Entrepreneurship Center at Tufts, 2023 Business Planning, 2023 Sales Planning, 2023 Marketing Plans

Cut the burn...or maybe not?!?

Cautionary times?  Sure!

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Tags: Making Tough Choices, Derby Entrepreneurship Center@Tufts, 2023 Business Planning, 2023 Sales Planning, 2023 Marketing Plans

You can't plan results!

What??? 

Jack, "The Planning Guy", who relentlessly talks about planning, making a religion about planning everything, every process, every marketing and sales activity now headlining today's blog about not planning results?  Maybe just a bit too much sun on the NH beach over the long weekend!  What gives?

what gives is that none of us, including the Celtics, can "plan" results.  

  • We can define the results we want, and hope for those results.
  • We can create sales and marketing strategies which are only initiatives and directions.
  • We can detail objectives, metrics and KPIs, often in way too much detail.

But when it comes down to the men and women who are at the tip of the spear specifically as salespeople, who are on the phone, on the street, and in their offices touching and reaching out to real customers and prospects, although "strategies" and KPIs may be important guidelines, they are somewhat meaningless without a 30-60-day action plan.  

  • I can talk about, hope and pray for results.
  • I can use objectives and KPIs as boundaries. 
  • But I can only plan actions!

Too often, we surround our salespeople with too much.  Good intentions, all aimed at the common objective of making our number, but too often we leave out the requirement of action planning at the detail level. 

We attempt to teach them about strategy, and too often end up just creating confusion.  We surround them with sales theories, new systems and out-of-date sales books.

We love to have weekly team meetings, which are important, of course, but then waste 50% of that time telling them stuff that could have been better handled in a pre-meeting video prepping everyone for a more productive meeting to discuss go-forward 30-day action plans and sharing best practices. 

In our own work, we ask for week-by-week 30-day plans for 60 days built on a uniform, easy-to-complete template which then becomes part of our tool set kept in our Hubspot CRM so that there is only one source of truth.  This also makes everything accessible by everyone since what we are really looking for is the sharing of best practices and best tools among all of the sales team whether that's 5 or 50 people. 

One of our very best and most successful heads of sales that we've worked with, Colleen Honan simply calls it "Planning the Plan".  We term it "30-60's" where we want to see the following bullets in a template that should take 30 minutes a week to complete and discuss with the manager.

  • Weekly schedules for 2 weeks
  • Weekly KPIs on the critical sales process numbers of calls, visits, discoveries and closed deals
  • Short action-based text of a paragraph or two related directly to that month's objectives
  • Additional resources in people or expense that are needed to meet the objectives 

HAVE A GREAT DAY SELLING TODAY as we kick off June!


2023 SALES PLANNING 

Check out our updated sales productivity site page.  Just page down to get our new edition of Writing the Winning Sales Plan for 2023.  Or you can just email me, and I will send you a free copy.  Connect with me at any time for some quick ideas and feedback. There's never a cost for a call or two, plus I love listening and talking about Sales & Marketing.   

www.derbymanagement.com  
Derby Entrepreneurship Center@Tufts.

 

 

 

 

 

 

 

 

 

 

 

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Tags: Sales Optimization, Sales Best Practices, Sales quota, HubSpot Tips, Derby Entrepreneurship Center at Tufts, 2023 Business Planning, 2023 Sales Planning, 2023 Marketing Plans

Salespeople should not be going back to the office!

I live on the NH beach and frequently commute to Boston.  Those days that I'm teaching, I leave at 5:00 AM to arrive at 7:00 and schedule student meetings before my afternoon marketing and sales classes.  In my consulting work, if the client says, "I want to meet in the office", I'm in the car driving around NE or on Amtrak to NYC.  Yesterday's commute to Boston, however, clearly defined why salespeople should not be going back to any city-based office just because some out-of-touch supervisor states that they want everyone sitting at their desks.   Notice above my use of the phrase "city-based office".  

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Tags: Sales Leadership in the Revolution, Derby Entrepreneurship Center@Tufts, Derby Entrepreneurship Center at Tufts, 2023 Business Planning, 2023 Sales Planning, 2023 Marketing Plans

Every call is a cold call!

In the profession of Sales, everything is about connections and the ability to bring real value to real people!
In the science of Sales, this then becomes the calculated rhythm and the resulting math and metrics of 

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Tags: Sales Best Practices, 2023 Business Planning, 2023 Sales Planning, 2023 Marketing Plans, Derby Entrepreneurship Center

Sales Basics Taught by my Students

Today is the last of the 11 Marketing and Sales project presentations for the semester.  Should be very interesting considering the team is mostly engineering graduate students, and they have been hard at it for 13 weeks in our Science of Sales course stretching beyond the confines of building out the details of a sales plan to the rounding out of a fuller business plan.  

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Tags: Sales Best Practices, Sales Management Best Practices, HubSpot Tips, Derby Entrepreneurship Center at Tufts, 2023 Business Planning, 2023 Sales Planning, Derby Entrepreneurship Center

Jack's Three Rules for my Seniors!

13 weeks later, these two final weeks are the final presentations by the teams to the senior management of their respective Sales or Marketing projects.  Completing this from the NH beach this AM before heading out to Waltham in a couple of minutes where the student team of six will present their marketing research, strategies and implementation tactics to six sales and marketing managers at the company.  Real life. Real expertise. Real and direct feedback.  For the students and for me, the culmination of their work is very exciting and always a bit unnerving since the success (and 40% of the grade) is defined by the customer.   

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Tags: Sales Optimization, Derby Entrepreneurship Center@Tufts, 2023 Business Planning, 2023 Sales Planning

The Taxman & the Quota Boss come calling today!

It was 1966, and the Beatles released Taxman with George Harrison as the lead singer.

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Tags: Sales Optimization, Sales Best Practices, Sales quota, HubSpot Tips, Derby Entrepreneurship Center at Tufts, 2023 Business Planning, 2023 Sales Planning, 2023 Marketing Plans