Effective Selling!  Creating Trust with a Subaru !

Posted by Jack Derby, Head Coach on Mon, Dec 11, 2017

I drive a wicked amount of miles every year !

Read More

Tags: sales productivity, Sales Best Practices, sales effectiveness, creating trust in sales, selling trust

11/3/17 Marketing Lessons:Pricing-Adoption-Brand & Sales

Posted by Jack Derby, Head Coach on Sat, Nov 04, 2017

Teaching Marketing at Tufts... 

  • A consistent search for real life Marketing & Sales Plan projects for my students
  • 5-6 person teams work for 13 weeks on complex marketing and sales plan assignments
  • All of our academic content is woven into these assignments from real companies
  • I teach the tools; company management provides the real life experiences

The results are very positive and dynamically exciting from everyone involved

Read More

Tags: sales effectiveness, sales enablement, sales planning, marketing effectiveness, marketing plans, how to write a marketing plan, sales management plans, how to write a sales plan, marketing planning, sales management productivity

Trash or Treasure in Sales

Posted by Jack Derby, Head Coach on Sat, Jul 22, 2017

I have the privilege of living and working in a few interesting places in New England

Read More

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

Why do we teach?  Can we coach?  How do we manage?

Posted by Jack Derby, Head Coach on Fri, Jun 16, 2017

This job of being a successful sales manager requires heart! 

Nothing in the career of sales management is for the faint of heart!  This is a profession that requires a constant ability to balance selling and management skills, both of our people and our customers, while keeping an ever watchful eye on the monthly, quarterly and annual clocks.  Thinking more directly about the true meaning of why "heart" is at the lifeblood of this career, if one wants to be "successful" as a sales manager, one must be "consistent", and in order to be "consistently successful", one needs to have heart and truly love what one does. 

  • You've got to love this as a career, and not just like it as a job
  • It's not good enough to just enjoy the work, or just be good at it
  • This is a career that requires jump-out-of-bed and love going to work passion.  

Whether the title is SVP or VP of Sales, or National, Regional, or District Sales Manager, or any of the ego-inflating titles of CRO or CSO, the real work of any successful manager of sales comes down to striking a work balance between being a Player and being the Coach. 

Let's assume that I have some level of sales and sales management skills.  The question that I then must ask and answer, and will ultimately guide my success and the success of my team, comes down my decision of how much time am I as a manager going to spend playing the game, and how much time am I going to spend coaching my team.

Jack's Law of 3,000

  • The average "very good" salesperson spends 57.5 hours a week "working".
  • The average "very good" sales manager guiding a team of 6-10, spends 65
Subtract travel, ineffective meetings, standard non-utilizable time (early Mondays and late Fridays, for example), and the actual "Selling & Sales Management Time", which consists of preparing my team for the game, coaching the game and then following up, comes down to only 30-40% of the total time available! 

The rest of that time from the original 3,000 to 3,800 hours is either simply not there (vacations, holidays, sick days) or is managed very ineffectively.

So, why do we want to become sales managers?

  1. For the competitive sales DNA in us that strives to win and be recognized for our wins
  2. It's another step from salesperson, to manager, to VP to CEO. (20%+ of the F500 CEOs)
  3. We simply love building and coaching a team...and, of course winning, which goes to #1.

 What are the most important sales management Skills & Attributes?

  • Attributes:  Integrity, Trust, Accountability and Work Ethic
  • Skills: Strategic & Tactical Planning, Hiring & Developing, Leadership & Communication

Want to learn more and be part of a very unique experience?

Attend our Sales management Boot Camp:  October 1st-3rd

 

Good Selling, Good Marketing...and Good Planning !
The time is now, not tomorrow !

 

Head Coach  

 Derby Management...for 25 years
 -Sales & Marketing Productivity experts
 -Business & Strategy Planning specialists
 -Senior Management Coaches for CEOs & VPs


Boston, MA 02117
Jack's Cell: 617-504-4222 
jack@derbymanagement.com

 

 

 

 

 

 

Read More

Tags: sales effectiveness, sales enablement, sales management boot camp, improving sales productivity

What would the Godfather do to improve Sales Productivity ?

Posted by Jack Derby, Head Coach on Thu, Jun 01, 2017

This post is adapted from the excellent perspectives of JP Nicols 5 Lesson Leadership Lessons From the Godfather. JP provides a very interesting hangout. Check him out.

Read More

Tags: sales effectiveness, sales enablement, sales optomization, sales management boot camp, improving sales productivity

NOW is the most important Sales Planning time in 2017 !

Posted by Jack Derby, Head Coach on Mon, Apr 10, 2017


You finished Q1 either on (or not) plan.  Congratulations in either case !

Let's spend detailed time this week or next figuring out why and then rebalance Q2

Probably the last time you looked at your 2017 Sales Plan was January, and maybe even last December at the time the board approved the company's business plan.

Then you jumped into the deep end of the pool with your January sales meeting after which everyone hit the road and their desks totally focused on execution.  

It's been a blazing hot and exhausting Q1, and Q2 promises to be more of the same. Certainly, nothing is going to slow down.

Read More

Tags: Sales Management Best Practices, sales effectiveness, sales enablement, improving sales productivity

Productivity...and Happiness in Sales

Posted by Jack Derby, Head Coach on Tue, Mar 21, 2017

 

Read More

Tags: sales effectiveness, improving sales productivity, best sales practices;

"No School, All Schools, All Day...and Sales"

Posted by Jack Derby, Head Coach on Thu, Feb 09, 2017

When I grew up in Greater Boston, we had one "device" in the house, and that was one AM radio in my parent's bedroom.  No Internet?  We would never have even been able to comprehend the concept.  No, no Internet.  In fact, no TV.

Read More

Tags: sales productivity, sales effectiveness, sales plans, sales process

Execute Sales like the Patriots, Coach like Belichick

Posted by Jack Derby, Head Coach on Thu, Feb 02, 2017

Being successful in any business is tough work.  Always has been, always will be...and that's what makes it both an exciting career and very rewarding. Once in a while, we get lucky, but rarely, and then only for short periods of calm in a turbulent ocean of constant change.

Read More

Tags: sales management coach, sales effectiveness, sales enablement, sales producitivity

Eat Your Broccoli...and Drive Your Sales

Posted by Jack Derby, Head Coach on Sat, Jan 28, 2017

Broccoli !

The high-antioxidant, nutrient-rich, heart-healthy poster child of new age eating, or the scourge of every child and teenager who has heard the battle cry of “You have to eat your broccoli” ?

Read More

Tags: sales productivity, Sales Optimization, sales management effectiveness, sales effectiveness, sales enablement