How'd We Do?  Time to Measure Up, Rethink & Replan!

Posted by Jack Derby, Head Coach on Thu, Jul 25, 2019

Summa!

Read More

Tags: Sales Management Best Practices, sales management, sales coach, sales planning, sales producitivity, business tools, business planning, business plans, The Competitive Edge, writing a business plan

Celebrate The Revolution !

Thanks for closing the Q on time and even squeaking in those last few orders on Friday afternoon before the closing bell !  This morning, whatever the number was, it feels good to have the wind at your back and a new page open to a new week, a new month and a new quarter !  Still lots of room between now and the end of December.    

Read More

Tags: business planning, business coaching, business plans, strategic planning, strategic

Checkups & Tune-ups...and Sales

Posted by Jack Derby, Head Coach on Fri, Jun 24, 2016

Lots happening this week...

  • For the firm, it's end of the month and end of the quarter-just like our customers, we're scrambling
  • Sales are strong, but we're always looking for more
  • Added John Routhier as a senior partner...wicked strong background in sales and marketing
  • Personally feeling superb and just started jogging...well, kind of jogging 
  • ...and this week, I just completed my annual MGH checkups from my PCP, cardiologist and other specialists.  Back to back days, multiple tests...over and done with.  All good!

It's such a privilege to live in cities like Boston, New York, Dallas, and many others where one has such an incredible concentration of excellent, world-class healthcare.   After a couple of "situations" during the last couple of years, it's very reassuring to know from my buddies at MGH that everything on the health front is A-OK! 

We all live in very time-consuming  and high-pressure environments working very hard to balance our careers and personal lives, so having the quiet knowledge that everything is A-OK medically is more than a little comforting.


As a result of all of this personal process of questioning, probing, listening and testing, I thought that I would do the same with the business, which led to us sitting down this week to analytically take a snapshot of the business

Read More

Tags: sales productivity, sales plans, business planning

Live to Learn, Learn to Teach

Posted by Jack Derby, Head Coach on Thu, Mar 24, 2016
Learn a little about Sales, learn a lot about Sales...everyday

   

Read More

Tags: sales, business planning, how to write a business plan, Tufts Marketing, marketing interns, marketing plans, how to write a marketing plan

How to 'Change the World' in 2016 !

Posted by Jack Derby, Head Coach on Fri, Jan 15, 2016

Here we are in mid January, and you and I have the opportunity to change the world this year.  

Read More

Tags: business planning, business coaching, writing a business plan

I have The Very Best Students for Sales & Marketing Hires

Posted by Jack Derby, Head Coach on Fri, Nov 06, 2015

Every time I actually think about the fact that I'm a Professor of the Practice at Tufts, where I teach Marketing and Sales, I need to stop, take a breath and realize that I have the best of all possible jobs.  

Read More

Tags: sales, sales management coach, sales plans, business planning

5 More Rules for the Best 2016 Sales Planning Meetings

Posted by Jack Derby, Head Coach on Wed, Oct 28, 2015

Thanks very much for the comments and ideas from last week's blog post on "The (first) Five Rules".  As promised, here are the remaining five.  It may well be that you have your own, so let me and our readers know about your ideas by commenting below...

Read More

Tags: sales coaching, sales coach, sales tools, sales plans, business planning, business plans, sales planning meetings

5 Rules to Run the Best 2016 Business Planning Sessions

Posted by Jack Derby, Head Coach on Fri, Oct 16, 2015

'Tis the Season...

Well, not really THE season, but it is...

The Business Planning Season for working on, discussing, talking through, arguing about and spreadsheeting over and over again various strategic business plans, tactical department plans and the ever-important sales and marketing activity plans.  

Ultimately, every sales account plan, every marketing strategy and activity plan, every hiring plan, financial plan and product development plan will roll up to be your company's 2016 business plan.  Perfect in its creation and, somewhat by definition of what it is-a plan after all-flawed in its forecasted end points.  My own rule of thumb is that if the plan was met perfectly an entire 12-14 months later from its creation, then the management team probably didn't stretch themselves far enough.

Another good concept to carry into this business and sales planning season are the quotes from Eisenhower and Patton who both noted that the planning process itself is much more important than the actual plan that results

Read More

Tags: business planning

How to Write a Winning Business Plan

Posted by Jack Derby, Head Coach on Wed, Oct 07, 2015

Superb weekend last weekend and clearly fall is in the air!  

The Corvette took me out for a drive to Vermont the weekend before, and the back roads were already packed with buses from Indiana and Ohio filled with Leaf-Peepers.  This is the season when The Boys on the Bench down at the Winhall General Store in the town where I live (population 647) are thinking long and hard about how to squeeze in their deer hunting trips before the first sightings of the New York City and Jersey skiers appear with their long lists of well-paying jobs that need to be done the hill opens at Thanksgiving.  

Read More

Tags: sales planning, business planning, strategic planning

Eat the Frog...and Sales

Posted by Jack Derby, Head Coach on Wed, Jun 03, 2015

strategic_planning-2Trust that you finished the month on Plan and are now racing toward the all-important end of the quarter.  I always enjoy this second quarter since it's that perfect time of year to...

Read More

Tags: closing sales, business planning, business coaching, business plans, best sales practices;