At Derby Management we are big believers in constant education and focused networking to refine your skills, learn new strategies and grow professionally. We strive to provide our clients superior service through our own knowledge and experience since all of our team has sat in the chairs-just like you-as CEOs, heads of Sales and heads of Marketing of both startups and middle market companies in a wide variety of industries.
There's so much written about sales leadership, my eyes gloss over.
By now, I've listened to countless speakers, including the legendary Zig Ziglar, viewed hundreds of videos, and probably read a couple of hundred books and who knows how many blogs on the subject of sales leadership. The problem is that most of the training advice focuses on the motivational, which too often disappears into the wind as soon as the speech or the chapter has ended other than the notes taken and the highlights yellowed.
“Everybody has a plan until they get punched in the face.” -Mike Tyson
If your last image of Iron Mike chewing off the ear of Evander Holyfield was a bit too graphic, then maybe some of the following highly positive quotes might be more representative of the reasons for careful planning...just so that you don't get punched in the face.
Coming off the Thanksgiving break after one too many slices of pumpkin pie, I'm feeling pretty good about sales specifically and business overall right now. A couple of solid weeks of selling left in the year. Everyone at the firm is maxed out with work. January's outlook appears to be reasonably ok. Teaching at Tufts and MIT are in exam modes. The stock market is humming, and the economy in general seems to be more positive...even though the fundamentals (little things like debt, GDP growth and jobs) aren't that much better.
When I first began working with the senior command of the Boston Police Department about five years ago, I needed to change everything that I knew about doing strategic planning with companies. Suddenly, I was working with a heavily experienced senior management team where there were no revenue streams to increase. No sales channels to modify or expand. No pricing strategies to think about either outside or inside any boxes. No corporate ROI metrics on gross assets or debt. Just the deliberate strategies and highly practiced tactics of good old community policing and being measured by the reduction rate of violent crime.
Tags: sales productivity, sales coaching, Sales Optimization, sales management, sales management effectiveness, sales plan process, sales management coach, sales effectiveness, sales planning, sales management training, sales training, business tools, business planning, sales boot camps
I've been a student of the comics forever and well remember waiting dutifully for my father to come every night and hand me the Boston Traveler, which I then immediately thumbed to the funnies. Today, I'm still addicted to the comics although it's my iPad now that delivers my daily fix, since my daily download of BostonGlobe.com sadly does not include the comics. Dilbert continues to be one of my favorites for the simple reason that the parallels to daily business life are so close to reality that they either make me laugh or cringe.
Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales plan process, sales effectiveness, sales enablement, sales planning, sales tools, selling, improved sales management, sales management training, selling skills, sales optomization, closing sales, Sales quota, sales training, sales plans, management, business tools, business planning, business coaching, strategic planning
End of one sales month, and the beginning of another. Just a turn of the page in the digital sales book, but a wakeup to the fact that the quarter is one third over and rapidly racing towards the end of June. I actually love the 2nd quarter since it still retains all of the excitement and energy of the new year kickoff...way back in January... plus we now have four months of real customer experience under our belts. Better to update sales plans and tweak selling tactics for the balance of the year.
Tags: sales productivity, sales, sales management, sales management effectiveness, sales effectiveness, sales tools, selling, improved sales management, sales management training, selling skills, closing sales, Sales quota, sales training, management, business tools, business planning, business coaching, sales optimication
Not yet a good day for walking on the beach, but there's less snow today than there was last week, so there's a bit of hope around the corner that this winter is finally coming an end.
Just as the coming of spring for me translates to cleaning up the winter debris washed up on the beach and lugging chain saws and chippers around the Vermont woodlot on my ATV, so too does this time of year push me to get even more tightly organized for next quarter.