After college at BC, I went into the Peace Corps returning to the world from Tanzania three years later to face the reality of finding a job. A couple of twists and turns, and I found myself working as a purchasing expeditor for Honeywell as the company attempted to shift from manufacturing and selling heating systems into what was then called the first "mini-computers". It was a brave attempt that failed when a little local company called Digital Equipmentdid it better. Most of the time I've come to learn that the phrase "first mover advantage" is a startup myth more often eclipsed by the truer phrase that "most pioneers get shot in the back."
Tags: the economy, Sales Optimization, improved sales management, sales boot camp, small business management, strategic planning, best sales practices;, sales management productivity, writing sales plans, Selling Successfully in a Covid World
Thanks for closing the Q on time and even squeaking in those last few orders on Friday afternoon before the closing bell ! This morning, whatever the number was, it feels good to have the wind at your back and a new page open to a new week, a new month and a new quarter ! Still lots of room between now and the end of December.
Rich Horwath, CEO of the Strategic Thinking Institute, found in his recent research that...
One of my new year resolutions from a number of years ago, and one that I highly recommend to everyone now is to subscribe to the Harvard Business Review. Back in the day, when I was in graduate school, I felt that I needed to read the magazines, but with working full time and being married and, and, and...the stacks of unread articles kept growing and weighing down the summer beach bag.
Tags: strategic planning
Superb weekend last weekend and clearly fall is in the air!
The Corvette took me out for a drive to Vermont the weekend before, and the back roads were already packed with buses from Indiana and Ohio filled with Leaf-Peepers. This is the season when The Boys on the Bench down at the Winhall General Store in the town where I live (population 647) are thinking long and hard about how to squeeze in their deer hunting trips before the first sightings of the New York City and Jersey skiers appear with their long lists of well-paying jobs that need to be done the hill opens at Thanksgiving.
A friend of mine just became the head of a large bank, which is one of our larger customers. A solid and very comfortable guy that your first reaction to is... "I'd just like to sit around talking to to him". Ex-football player from Dartmouth who now maxes out on a couple of Tough Mudders every year. Great family man, just a nice guy, who is very focused on what he and his managers need to do in terms of performance and accountability.
Tags: sales productivity, Sales Optimization, Sales Management Best Practices, sales management effectiveness, sales effectiveness, sales enablement, sales management training, sales training, sales plans, sales management boot camp, strategic planning
As we move through March and the end of the first quarter, I always regard this time of year as a critical experiment of the new ideas, new strategies, new tactics, new activities and new people that you and the team planned for way back in October and November. I like to think that both company-wide business plans and departmental-specific sales plans always work because, whether or not they result in the actual forecasted numbers, the planning framework that has been created is actually more important than the results since it provides a consistent process and structure that you can refine and refine again during the balance of the year. By keeping to this process consistently, I guarantee that you will ultimately get to your goals and objectives.
Tags: sales productivity, sales coaching, Sales Management Best Practices, sales management effectiveness, sales effectiveness, sales enablement, selling, Sales quota, sales training, sales management boot camp, strategic planning
Back to school, back to work, and back to all of the craziness and excitement between now and the end of the year closing deals and beginning the 2015 planning process.
Offsites with the team for a day or two at the Marriott, mini sessions in the big conference room out near the lobby, and then countless push & pull "discussions" with the accounting guys who always seem to be single minded-more results with less expense. Maybe it's just part of earning the CFO badge, but, as keepers of the budget, CFOs orchestrate the annual dance trying to balance greater revenue growth while keeping expenses in check.
Sometimes we make this strategic planning stuff much too difficult, too mysterious and too complex to be useful in the real, rough and tumble world of scaling a profitable growth business.
Tags: sales and marketing best practices, sales management effectiveness, sales plan process, sales effectiveness, sales management training, business planning, strategic planning, improving sales productivity