Welcome to the Spring-Don't Get Stuck in the Mud!

Posted by Jack Derby, Head Coach on Fri, Mar 22, 2019

Of course the announcement of the beginning of Spring brings out all of that amorphous stuff about rebirth, awakening and new growth.  For me, after all of these springs, I'm sure that those touchy feelings also exist somewhere neatly filed in some dusty corner of my brain right alongside my desire to look for the first robin.  Not really !

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Tags: entreprenurial, Sales Management Best Practices, sales optomization, sales management boot camp, improving sales productivity, sales leadership, Making Tough Choices

Jump Off ! Don't Look Down!  Plan! Push & Measure!

Posted by Jack Derby, Head Coach on Sat, Mar 09, 2019

It's the beginning of March, and we all know what March is good for !

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Tags: sales management boot camp, how to write a business plan, writing a business plan, business planning meetings, Making Tough Choices, jack derby professor at Tufts, sales effectivness, sales motivation, Tufts Entrepreneurship Center

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

 

 

 

 

 

 

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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.

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

It's Time to Energize Your Sales Management Game !

Posted by Jack Derby, Head Coach on Wed, May 17, 2017

A fantastic Celtics game Monday night !  Another win tonight !

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Tags: sales management boot camp

Planning 2017? Read our "Writing the Winning Business Plan"

Posted by Jack Derby, Head Coach on Fri, Oct 07, 2016

In the rhythm of the seasons, we're right now at the peak of leaf-peeping time here in New England.  This afternoon, I'm headed to my little (population 697) town of Bondville in Vermont along with hundreds of buses from Iowa, Indiana and everywhere else just to get a glimpse of fall color.  

Long ago, I learned from 'The Boys on the Bench' down at the Winhall General Store that the month of October is known as "the money month" by the locals around all of the resort towns in Vermont.

A good example of the quirkiness of Vermonters (me being a 7th generation Vermonter and a perfect example of quirky) is the fact that the Winhall General store is directly across the street from the Bondville Post office.  Vermont calls my town "Winhall", while the federal government calls it "Bondville".  Only in Vermont!

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Tags: sales productivity, sales coach, sales enablement, sales management boot camp

Success in Sales is all about...TRUST

Posted by Jack Derby, Head Coach on Fri, Sep 30, 2016

As a sales pro, what am I really selling?

Is it my shiny new bag of beads?  Maybe, assuming it's really, really shiny...at least for a while

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Tags: Sales Optimization, sales management boot camp, improving sales productivity

Fall Begins... 3 Steps to Staying Sales Focused, Urgent & Relevant

Posted by Jack Derby, Head Coach on Fri, Sep 23, 2016

Fall has officially begun, and we're deep into it already
Summer's gone with a snap of the fingers and a turn of the page of the calendar with lingering self promises that "next year, I'm going to plan my schedule better."  

Good luck on that btw...

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Tags: sales coaching, Sales Optimization, sales coach, sales enablement, sales management boot camp

Summer's Gone...How are you going to use your selling time?

Posted by Jack Derby, Head Coach on Wed, Sep 14, 2016

This week began with a Monday front page Wall Street Journal article that started with the comment...

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

You Need to be Direct in Sales! Straight Talk Always Wins!

Posted by Jack Derby, Head Coach on Tue, Sep 06, 2016

Walt Garrison, who was a legendary football player at Oklahoma State and the Dallas Cowboys, often provided this quote when speaking about delivering straight talk...

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Tags: sales productivity, sales management effectiveness, sales management coach, sales jobs, sales management boot camp