9 to 5 ???  Are you still using typewriters also?

HBR Management tip of the DayI enjoy receiving the HBR's "Management Tips of the Day" around 7:00 AM every morning.  First, I've been an avid reader of everything HBR ever since my first job as a purchasing expeditor at Honeywell, and second, it's one of those instant pop-ups that takes 10 seconds to read and often stimulates an idea or two.  My initial reaction was the headline that I then wrote for this blog since most probably none of us have ever worked in a 9-to-5 environment... certainly not as salespeople,  certainly not as entrepreneurs, and most probably just never in any position at any company we've worked in.

My second reaction was much more positive regarding my friends at HBR since their first paragraph did come to the heart of the matter regarding the use of our time and specifically the use of our time in this work environment of 2021 as we look out to the end of this year and into 2022.   

"The 9-to-5 workday is disappearing. More and more employees don’t want to be told when, where, or how to work. But asynchronous work requires new norms, so here are some tips on making the transition. First, leaders need to model the new expected behaviors. A lack of support from the top will kill or impede this cultural shift. Next, focus on outcomes, not process."

All of us are being questioned, and we are asking ourselves, as to the future of our work environments.  On one hand, we listen to Jamie Dimon, CEO of JPMorgan Chase (a Tufts grad btw) command that everyone will be back at their office desks in September, while the heads of Google, Amazon, Oracle and countless others respond with more thoughtful plans based on both company and customer values.  Underlying all of our actions about time and place come September, these decisions first need to be grounded in the culture of our businesses and our commitments to our employees and customers and not some antiquated 9 to 5 mentality.  HBR says that well this morning: Focus on outcomes, not process!

This Monday morning, I had the excitement of speaking to entrepreneurs and investors at the New England Healthcare Executive Network hosted by the ever-gracious Alan Lucas.  Before we listened to the very exciting lightning pitches by 18 healthcare entrepreneurs, Alan had asked me to talk about what I see coming for the future of sales and marketing in the balance of the year.  

My outline of my view of what's ahead is outlined in my 1st slide: 

Future of Sales in 2021

Monday was a fun discussion, with solid questions from bright people, and superb observations from the 100+ audience.  If you're interested in listening to more detail or sharing your own thoughts, just connect with me. 

In the meantime, have a great day selling and marketing today, and enjoy what looks like a beautiful weekend!

Jack Derby, Professor & Sales Coach


If at any time, you have a need for a confidential sounding board for Sales or Marketing, just connect with me at any time.  Text or email me, and I'll quickly set up a call.  I'm a pretty good listener, and we can get deep into tactics if you want.  Obviously, no cost for a call or two; just an opportunity to listen intently and make a few recommendations based on decades of experience.


Derby Entrepreneurship Center@Tufts. 


Tags: sales coach, sales effectiveness, marketing effectiveness, how to close sales, sales boot camps, sales success, marketing planning, Derby Entrepreneurship Center@Tufts