Derby Management's "Competitive Edge" Blog

The Number 6...and more Sales

Posted by Jack Derby, Head Coach on Wed, Jan 29, 2014

Last Sunday, I was walking out to the barn and noticed that the big red thermometer read 6. Just by it's naked self...6. Certainly a lot colder locations over the last couple of weeks. -31 in Fargo, -19 in Albany, and yesterday,-8 in Chicago, but here in the woods of Bondville-Winhall (pop. 725), it was just plain old 6 without the pluses or the minuses. Just so that I would keep my sanity as I shoveled yet another path for the propane delivery guy to get to the tank, I thought about the relevancy of the number 6.

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Tags: sales coaching, Sales Best Practices, Sales Management Best Practices, sales, sales management effectiveness, sales optomization, sales boot camp, sales management boot camp, sales checklists

Planning for more wood...and more sales

Posted by Jack Derby, Head Coach on Wed, Jan 22, 2014

Guiding the brand new Subaru carefully out of NH and into Boston through yet another snow storm and blasting cold wind this morning. Steel gray skies and and tough sleddin' everywhere, but that's why they invented 4 wheel drive.

Even though it seems like we're already two or three months into this winta' season, the calendar technically notes that it's just 30 days. All I know is that I'm burning way more wood than usual in the stove in Vermont, and right now it looks like all my careful planning isn't working out that well.

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Tags: sales productivity, Sales Optimization, Sales Management Best Practices, sales effectiveness, sales enablement, sales tools, Sales quota, sales boot camp, sales management boot camp

Out of my Control...and more Sales

Posted by Jack Derby, Head Coach on Tue, Jan 14, 2014

Toward the end of a very hectic December, I was facilitating a series of 2014 sales plan reviews for the senior sales team of a new customer. It was interesting for me to note that in a few of the presentations, even heavily experienced salesguys commented that although this was their plan for the year, there "are a number of factors that are out of my control". Always the pain-in-the-neck, provoking guy that I am, I asked about those, and the responses were...

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Tags: Sales Optimization, Sales Best Practices, sales management effectiveness, sales effectiveness, sales optomization, sales training, sales management boot camp, sales boot camps