Following Directions...and Sales

Posted by Jack Derby, Head Coach on Fri, Jun 12, 2015

By now, I figure I've taken over 2,400 trips to Vermont over the years traveling back and forth from either Boston or NH.  At three hours, the trip takes about the same amount of time from either starting point, and the distance evens out between 150 and 180 miles.

The problem, as the Boys on the Bench down at the Winhall General Store frequently tell me is that "you can't get there from here" whenever I mention that I'm leaving the mountains to drive to the NH beach...and they're right.  There's no easy way to go east and west between Vermont and New Hampshire, and every trip presents a variety of decisions that ultimately end up just frustrating me.

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Tags: sales productivity, Sales Optimization, sales effectiveness, sales tools, improved sales management, sales management training, closing sales, how to close sales, best sales practices;

Wicked Cold, Happiness...and Sales

Posted by Jack Derby, Head Coach on Fri, Feb 22, 2013

Cold enough for ya’?

Last Saturday and Sunday were wicked cold on the hill.  Temp was around 10 when I left the house, about the same at the base, and who knows what is was on top since I couldn’t see anything due to the blowing snow from the 50-60mph gusts.  Wind chill?  Off the charts.  At the same time, perfect snow, great cover everywhere, but just wicked cold.  And, of course, to make it colder, we all told one another riding up the lifts that it was…what?  Wicked Cold.   This weekend, it looks like we're all going to be either complaining or rejoicing in the 15" of snow.  Glass half full, half empty? 

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Tags: sales productivity, Sales Optimization, sales, sales management effectiveness, sales management coach, sales effectiveness, sales enablement, sales planning, improved sales management, sales management training, closing sales, sales plans, how to close sales

Seekers & Finders...and Sales

Posted by Jack Derby, Head Coach on Tue, Dec 04, 2012

With now just 16 selling days (and that's stretching the reality of real sales time) until the end of the year, the pressure’s on, everyone is heads down, and totally focused on that one simple thing-QUOTA-before the end of the year.  Statistics tell me that in a B2B world, only 67% of salespeople make their quota every year, which I always find curious…and shocking…since in my companies, on average, that number is up in the mid 80’s.  With only 67% as the average, that means that there must be a lot of salespeople really struggling down in the 30 and 40 percentiles.  No wonder the turnover rate is so high among salespeople taken as a total. 

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Tags: sales productivity, sales coaching, Sales Optimization, sales, sales management, sales management effectiveness, sales coach, sales management coach, sales effectiveness, sales enablement, improved sales management, sales management training, Sales quota, sales jobs, jobs, finding sales jobs, how to close sales

What’s in a Name…and Sales

Posted by Jack Derby, Head Coach on Sat, Oct 20, 2012

With snowboarding just around the corner…in 35 days (but who’s counting?), I happened to take a trip to 1 Derby Lane in Waterbury, Vermont to see the boys at the best snowboard company in America, Rome Snowboards.  I’ve been riding Rome gear for 10+ years now, and it’s far superior to those other guys who also make a couple of boards in Vermont.  Having said that, I also need to mention that I do have a very strong bias toward Rome since I'm on their board of directors, and greatly enjoy working with co-founders, Josh and Paul.  Great company, great product and great management!  Come ride with me this winter at Stratton, and I'll show you.

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Tags: sales coaching, sales, sales coach, sales management coach, sales effectiveness, sales enablement, sales planning, sales tools, selling, sales management training, selling skills, sales training, sales plans, how to close sales