Everything's in Place in VT & in Sales-Today's # is 3

 

"A clean forest is a happy forest !"

In the tiny town of Bondville (Federal government's name) and/or Winhall (the State's name), population 647, I was out in my Vermont woodlot this past weekend. Always a work process of love for the land that is good for my head, the soul and especially for the woods!  
My family has lived in this valley for over 250 years, and I have enough great grandfather and grandfather stories of real entrepreneurship to fill a book. I think that it's not by coincidence that I'm now director of the Tufts Entrepreneurship Center, just two miles from my grandfather's first retail store opened in Davis Square in 1908.  Bapa left the not-so-rural town of Poultney, just 20 miles up the road a piece from where I live in Vermont, to settle in Somerville next to the Tufts campus.  

Last Friday, Mike, my trusted co-worker, and I were deep in the Vermont muck with chain saws and ATV's cutting, bushwhacking, and generally cleaning up the final damage of the winta'. 

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Tags: sales careers, improved sales management, improving sales productivity, sales boot camps, sales management productivity, sales management training

Success, Rewards, Corvettes...and Sales

Posted by Jack Derby, Head Coach on Thu, Jun 26, 2014

To the uninitiated, the managers who never actually sold anything, the presidents who did not climb up the rungs from entry-level sales positions to become the #1 salesperson, and to the operations managers who regard salespeople as a necessary evil, the presumption is that money drives success in salespeople.  

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Tags: sales coaching, Sales Optimization, Sales Management Best Practices, sales effectiveness, sales producitivity, sales culture, sales boot camps

How to Think About Innovation & Sales

Posted by Jack Derby, Head Coach on Mon, Mar 31, 2014

Driving back from running one of our boot camps in Rochester last Friday, I decided to stop at the house in (the frozen tundra of) Vermont rather than make the drive even longer by continuing on to the NH beach.  Looking at the house, as I drove in late Friday afternoon, I noticed that there were...

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Tags: Sales Best Practices, Sales Management Best Practices, sales management effectiveness, sales effectiveness, sales enablement, sales planning, sales optomization, sales boot camps

Am I a Professional Salesperson? ...and Sales

Posted by Jack Derby, Head Coach on Wed, Mar 26, 2014

Monday morning I was reading what turned out to be a really stupid HBR article about "professionalism".  It actually started with the interesting question of "Do your colleagues think you’re professional?", which got me to thinking about the perceptions that people have regarding salespeople in general. Unfortunately, the article then went on to attempt to tie "professionalism" to the way one decorates their cubicle and then tie that result into gender and race.  Note to HBR:  you really need to do a better job at screening your writers.

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Tags: Sales Best Practices, sales coach, sales effectiveness, sales enablement, sales management training, sales optomization, sales management boot camp, sales producitivity, sales boot camps

Out of my Control...and more Sales

Posted by Jack Derby, Head Coach on Tue, Jan 14, 2014

Toward the end of a very hectic December, I was facilitating a series of 2014 sales plan reviews for the senior sales team of a new customer.  It was interesting for me to note that in a few of the presentations, even heavily experienced salesguys commented that although this was their plan for the year, there "are a number of factors that are out of my control".   Always the pain-in-the-neck, provoking guy that I am, I asked about those, and the responses were...

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Tags: Sales Optimization, Sales Best Practices, sales management effectiveness, sales effectiveness, sales optomization, sales training, sales management boot camp, sales boot camps

"My Plan is to plan"...and Sales

Posted by Jack Derby, Head Coach on Wed, Dec 11, 2013

 

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Tags: sales productivity, Sales Optimization, Sales Management Best Practices, sales effectiveness, sales management boot camp, sales boot camps

I'm finally holding all the right cards...and Sales

Posted by Jack Derby, Head Coach on Thu, Dec 05, 2013


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.

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Tags: sales management effectiveness, sales enablement, sales management boot camp, business tools, business planning, business plans, sales boot camps, best sales practices;

Thanks! Travel safe...and take a day off from Sales

Posted by Jack Derby, Head Coach on Wed, Nov 27, 2013
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Tags: sales productivity, Sales Optimization, Sales Management Best Practices, sales management effectiveness, sales enablement, sales planning, sales effictiveness, sales boot camps

Sex & Your Business Plan...and Sales

Posted by Jack Derby, Head Coach on Fri, Nov 15, 2013

It's that time of year again...

...when, just like the snow guns at Stratton in mid-November, and the family's angst over Uncle Ernie, once again, making a fool of himself at Thanksgiving, the pressure's on to submit the perfect 2014 business plan to the board or your boss by December 1st.

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Tags: sales coaching, Sales Management Best Practices, sales enablement, how to write a business plan, sales boot camps

Neat & Tidy: How to organize your Business & Sales Planning

Posted by Jack Derby, Head Coach on Tue, Nov 12, 2013

Just about ready for winta'.  As part of my never-ending "drive-1,000-miles-a-week" travel schedule, late Thursday night and Friday morning found me in the towns of Colchester and Williston, VT.  I thank the inventor of GPS every single trip when I head off with absolutely no idea where I'm going other than... "It's north (or some other direction) somewhere."  A Mobil station dinner and a Hampton Inn breakfast later, I found that the management team at the Colchester and Williston plants were truly engaging, have complex opportunities, and I'm looking forward to our two day planning session in December.

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Tags: Sales Best Practices, sales management, sales management coach, sales effectiveness, sales enablement, sales management boot camp, sales boot camps, sales checklists