In the belly of the beast

Posted by Jack Derby, Head Coach on Fri, Apr 03, 2020

This is exactly where we hoped we would not be, and yet, here we are today in the belly of the beast.  

Not many of us any longer are hoping that this situation will get better, since what we have experienced most recently in the harsh reality of the last seven days, clearly defines that the personal and business impact will become a lot worse before it improves.  I am neither capable nor technically equipped to make any projections, and my personal business expectations are just as good or as bad as yours, but having said that, I, like you, run businesses and, like you, I'm a pragmatist, and I know that we are in this chaotic situation for a long time until vaccines hit the market.  

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Tags: improving sales productivity, Making Tough Choices, sales management productivity, creating trust in sales, 2020 sales plans, writing sales plans, sales readiness

Prepare, Be positive & Stand up!

Posted by Jack Derby, Head Coach on Thu, Mar 26, 2020

No one needs to tell us how difficult this is!

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Tags: sales forecasting, sales leadership, sales management productivity, sales effectivness, 2020 business plans, 2020 sales plans

Throw out the plan and survive!

Posted by Jack Derby, Head Coach on Sat, Mar 21, 2020

Typically, at this point in the selling season, I'd be writing this morning about the end of Q1, telling everyone to crunch it for this final week ahead, and begin prepping for the upcoming most important quarter in any selling year,   But, not today!

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Tags: business planning, writing a business plan, Making Tough Choices, 2020 business plans, 2020 sales plans, writing business plans

Fear & Hope?  What can I do?

Posted by Jack Derby, Head Coach on Fri, Mar 06, 2020

In a time of fear and concern regarding the personal and business impact of the COVID-19 virus, where do I turn? 

My recommendation is listen only to the experts! 

If I listen to most radio channels or watch David Muir on the evening news, in all respect, I don't know whether I should immediately drive to my Vermont bunker up on the ridge and hunker down with my six months of rations, or merely drive to Home Depot and pick up more antiseptic wipes. 

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Tags: sales planning meetings, sales success, value propositions, Sales Hiring & Onboarding, how to write a sales plan, creating trust in sales, 2020 sales plans, writing sales plans, sales readiness

Sugarin' season in Sales

Posted by Jack Derby, Head Coach on Thu, Feb 27, 2020

The rhythm of the seasons...Taint spring yet

I was reminded yesterday of the inevitable rhythm of the seasons both in VT and in the world of Sales.  It seems that for some yet unknown reason, a decision has been made to redo the kitchen in Vermont.  Not that I was consulted or even asked in this decision process, but I was told that a decision had been made all the same. Given this, I reached out to my friend Steve at Homestead, the company up at the end of the road a piece that does the plowing in the winta', the lawn in the summa' and basically everything else from landscaping to construction at the VT house.  

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Tags: Sales Management Best Practices, sales enablement, sales boot camp, improving sales productivity, sales leadership, sales effectivness, sales motivation, sales readiness

Most sales "training" is a waste of time

Posted by Jack Derby, Head Coach on Fri, Feb 21, 2020

Good morning!  looks like a great Friday coming into a sunny weekend!

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Tags: sales planning meetings, sales forecasting, Sales Hiring & Onboarding, sales management plans, sales effectivness, sales motivation, 2020 sales plans, writing sales plans, sales readiness

In Sales you need to have a backup key !

Posted by Jack Derby, Head Coach on Fri, Feb 14, 2020

Every year I travel about 40,000 miles between the NH beach, the Tufts campus in Medford, the Derby Management office in Boston and the Vermont house alongside the Winhall River up the road a piece from Brattleboro. 

Because of the miles and the typical wicked tough New England weather, I totally love Subarus. Cheryl, my #1 Subaru salesperson, and I will soon be celebrating our 10th car together as soon as the pre-ordered 2020 four-cylinder turbo is delivered in a couple of weeks. 

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Tags: sales hiring, sales success, sales effectivness, 2020 sales plans, writing sales plans, sales readiness

Workin' hard into February

Posted by Jack Derby, Head Coach on Sat, Feb 08, 2020

As I write this on a 14-degree sunny Saturday morning, I'm just in from snowblowing deep in the woods of Winhall (or Bondville) Vermont (pop.647).  Known by the State of Vermont, the town of Winhall is-according to the Feds-also the village of Winhall in the town Bondville.  Or maybe it's the other way around. Hard to figure.   

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Tags: sales leadership, sales success, Sales Hiring Perfectly, sales management plans, sales management productivity, selling trust, sales motivation, writing sales plans, sales readiness

Strategy is kinda important, but activities are critical

Posted by Jack Derby, Head Coach on Fri, Jan 31, 2020

Super Bowl Sunday & Sales 

For months, everything in the NFL has been on the line, and it all comes down to this Sunday when the two best teams in the country define the 2020 Champion!  

Not all that different than viewing our own Sales scoreboards at the end of the sales year on January 1, and of course. starting today for January and then in any of the following months and quarters.  Metrics count everywhere in business and in our own personal lives, and achieving metrics always result from executing activities from planning strategies and tactics.

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Tags: sales enablement, sales boot camps, sales readiness, superbowl of sales

Want more customers?  Maybe a great job?  All about your connections!

Posted by Jack Derby, Head Coach on Tue, Jan 21, 2020

Already deep into January....

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Tags: sales planning meetings, sales leadership, sales management plans, sales effectivness, sales motivation, 2020 business plans, 2020 sales plans, writing sales plans