Derby Management's "Competitive Edge" Blog

Impossible now to look out my home office windows in Vermont.  Snow drifts cover the window, and even if I were crazy enough to try to shovel them away, the 50 feet between the windows and the driveway is one giant ice cube of snow packed 3 feet deep.  Spring?  Maybe in August.  My great-grandfather Horace, who lived up the road a piece in the town of Poultney during the late 1800's , wrote often about living in Vermont with its 11 months of winta' and one month of damn poor sleddin'.

Tags: sales productivity, sales coaching, Sales Optimization, sales, sales management, sales management effectiveness, sales plan process, sales coach, sales management coach, sales effectiveness, sales enablement, sales planning, sales tools, sales management training, selling skills, sales training, sales plans, sales listening, sales jobs, sales boot camps, sales checklists

 The 2013 Sales Management Boot Camp

We're dialed in for another exciting, engaging, and exhausting Sales Management Boot Camp from late Sunday afternoon, October 6th through Tuesday afternoon, October 8th at the MIT Endicott House.
-Six years, 350+ highly satisfied graduates!
-Everyone attends is focused on two simple questions:

Tags: Sales Optimization, sales management, sales management effectiveness, sales plan process, sales management coach, sales effectiveness, sales enablement, sales planning, sales management training, sales plans, sales jobs, sales boot camps, sales checklists

Vermont this past weekend probably had the best back-to-back two days on the hill for this season. 

Superb blue skies, warm temps, perfect snow, smiling faces, barbecue on the deck. Exceptional! There was nothing better than Saturday...except Sunday. 

Tags: sales productivity, sales coaching, Sales Optimization, sales, sales management, sales management effectiveness, sales plan process, sales coach, sales management coach, sales effectiveness, sales enablement, sales planning, sales tools, sales management training, sales training, sales plans, sales boot camp, sales checklists

The 2013 Sales Management Boot Camp

We're dialed in for another exciting, engaging, and exhausting Sales Management Boot Camp from late Sunday afternoon, October 6th through Tuesday afternoon, October 8th at the MIT Endicott House.
.
Six years, 350+ highly satisfied graduates!

Tags: sales productivity, sales coaching, Sales Optimization, sales management effectiveness, sales plan process, sales effectiveness, sales enablement, sales management training, sales boot camp

Here it is the beginning of March and time for me to figure out our Red, Yellow & Green dashboard relative to where we expected to be in the quarter.  Right now, it looks like... 

Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales plan process, sales coach, sales management coach

Cold enough for ya’?

Last Saturday and Sunday were wicked cold on the hill.  Temp was around 10 when I left the house, about the same at the base, and who knows what is was on top since I couldn’t see anything due to the blowing snow from the 50-60mph gusts.  Wind chill?  Off the charts.  At the same time, perfect snow, great cover everywhere, but just wicked cold.  And, of course, to make it colder, we all told one another riding up the lifts that it was…what?  Wicked Cold.   This weekend, it looks like we're all going to be either complaining or rejoicing in the 15" of snow.  Glass half full, half empty? 

Tags: sales productivity, Sales Optimization, sales, sales management effectiveness, sales management coach, sales effectiveness, sales enablement, sales planning, improved sales management, sales management training, closing sales, sales plans, how to close sales

12”, 32”, 40”?  So, how much snow did you actually get at your house last weekend? 

In Vermont we received a paltry 12-15” depending where you stand on the hill, but there’s PLENTY of snow on every trail at Stratton for the upcoming President’s Week.  The NH beach was hit pretty hard with sustained 60mph winds which, with the super high tides, caused about 3 feet of sand to disappear from my beach, mix in with 35” of snow and head directly to my front door.  Well, maybe it was not just my house…but shoveling most of the day on Sunday made it feel like the storm singled out just one house.  This storm will be good fodder for lots of summer stories over the next few years of “remember back when…” .  Of course, by that time, 35” might have become 48”, and the time without power might be exaggerated to “weeks” and not “days”. 

Tags: Sales Optimization, sales management, sales management effectiveness, sales effectiveness, sales enablement, sales management training, sales listening

-Snow shovel?  
   Check-all three shovels
-Snowblower?   
   Check-tuned, gassed, extra gas in the cans
-Rocksalt?         
   3 full bags in the garage
-Generator? 
   Ready to go.  Probably could power half of VT
                                        

Tags: sales productivity, sales coaching, Sales Optimization, sales, sales management effectiveness, sales plan process, sales effectiveness, sales enablement, sales management training, sales checklists

The best mix...

The best of all possible worlds...I love what I do! 

Tags: sales productivity, Sales Optimization, sales, sales management effectiveness, sales effectiveness, sales planning, selling, sales training, sales jobs, finding sales jobs