There's no such thing as a born salesperson
As most everyone knows, I didn't come up the management ladder through Sales or Marketing, but through Manufacturing and Engineering, and then by luck...or mistake...got promoted to become president of a good size division of a major corporation. As a result, the first day of my being president was also my first day of running a sales organization.
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.
Saturday morning found me at the Winhall General Store in downtown Bondville, Vermont (pop. 647) talking with Red, who was out reading the Brattleboro Reformer on the front porch bench, along with his yellow lab, Blue.
Another perfect day in paradise, and for me a perfect day to "get things done". "Getting things done", is what promoted me on Friday afternoon to load up the car with cats, equipment, bags of Home Depot garden rocks, and, most importantly cases of cheap red wine, and make the trek from the NH beach to the VT mountains.
I used to have a cat named "Bean", and when I was spending a lot more time at the house in Vermont, she and I would go walking in my woodlot, Bean following dutifully behind me as the afternoon light filtered into the perfectly manicured woods. For 40 years of living in this valley where I come from six generations of Vermonters living there before me, my motto always has been... "A clean forest is a happy forest".
A breakfast with customers or referral partners is always my favorite meal of the day, and one of life's little pleasures is my careful selection of raspberry or strawberry "jelly", or sometimes, just to feed my wild side, a spoonful of marmalade. Simple pleasures for a complex life.
Back-in-the-day... MRP, ERP, Quality Circles, ISO900, DFM, KANBAN, and a myriad of other manufacturing productivity improvement tools and technologies were the structural keys to the success of the resurgence of quality and manufacturing superiority in the U.S.
In the '70's and '80's, as a direct result of the new-age religions of processes, standardized tools, technologies and metrics preached by the High Priest, W. Edwards Deming, and national activities such as the Malcolm Baldridge Award, U.S. manufacturing steadily pulled itself back to worldwide superiority in such diverse markets as cars, appliances, in semiconductors and general electronics. This refocus to massive productivity and quality gains, resulting in much higher levels of customer satisfaction, took a national call-to-action spread over a couple of decades, and it worked, and it continues to work today with US manufacturing productivity output doubling over the last 15 years.
And Yet, Sales Productivity in too many companies Sucks...
- In the last 10 years, selling costs rose faster than revenues.
- In the last 5 years, SG&A costs have increased 12.5% (Alix Partners 2013)
- According to Sales Benchmark Index, in the last 3 years, sales productivity declined for the world’s largest sales forces. Only 41 of the SBI 100 companies increased sales productivity per employee.
- There's been an average productivity decline of 2.5 % over the last three years.
Joe Gusfaston, Chairman of Brainshark, the industry leader in Sales Readiness, who consolidated many of these stats, noted in an article published by Forbes that "Sales enablement is about how to improve productivity of sales by squeezing out inefficiencies and maximizing effectiveness,”
Leaders like W. Edwards Deming, back-in-the-day, for manufacturing, and guys like Joe Gustafson today for Sales Readiness & Enablement, understand the sales productivity crisis and are actually doing something about it.
which is Why We've Teamed Up with Hubspot on March 20th For...
"Constructing a Winning Blueprint for 2017"
Most of us in our firm grew up on the manufacturing floors and in the engineering labs of our prior companies until we came to understand the reality of the simple business credo that..."Success in business is about just two things: Sales ! and other stuff" (Professor Howard Anderson, Harvard Business School).
We've also been devotees about everything Hubspot since the company was founded. We use their tools, they are customers of ours, and we of them. 40+ of my Tufts alums (very happily) work there. The Hubspot technologies are the backbones of my course in Marketing, and most recently my new course "The Art & Science of Sales". Many of my class lecturers are my alums now working (very happily) at Hubspot. All of this is very symbiotic, the process works perfectly and everyone benefits.
As a result of that partnership, we decided to co-host with Hubspot this "Constructing a Winning Blueprint for 2017" event on March 20th at the Hubspot headquarters in Cambridge, which is focused directly at the senior leaders (CEOs, and Heads of Marketing and Sales) of manufacturing companies. Kicking off with an introduction by Hubspot co-founder, CTO, and tech visionary, Dharmesh Shah, this unique event will outline the intersections of systems, processes and metrics between the rapidly evolving worlds of Sales & Marketing productivity and the productivity improvements being made on the factory floor.
- 11-12 PM -Lunch & Networking
- 12-1 PM-Welcome and presentation from Dharmesh Shah, CTO and Co-Founder of HubSpot
- 1-2 PM Manufacturing CEO Panel, facilitated by Jack Derby
- 2-3 Q&A, Discussions and Networking
Also, you should download and read our manufacturing eBook, " Constructing a Winning Blueprint for 2017”, at this LINK.
Have a great day selling today!
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” ?