Derby Management's "Competitive Edge" Blog

It's been an absolutely superb summer !

"Time goes on. So whatever you're going to do, do it. Do it now. Don't wait"
--Robert De Niro

An Incredible, Unique Opportunity to Increase the Productivity of Your Sales Team by 25%+

Companies face an enormous challenge trying to stay on top of marketing trends and finding new ways to increase lead generation.  When working with our clients to develop their marketing strategy and/or write their marketing plan we are always working to determine how to reach the right target audience, with the right message and generate the most MQL's (Marketing Qualified Leads).  One key strategy is always leveraging LinkedIn Groups to push out content to strategically targeted groups. This is a great way for companies to use existing content like blogs, white papers, Press Releases and push them out to the right audiences to increase lead generation.

I have the privilege of living and working in a few interesting places in New England

Saturday morning found me at the Winhall General Store in downtown Bondville, Vermont (pop. 647) talking with Red, who was out reading the Brattleboro Reformer on the front porch bench, along with his yellow lab, Blue. 

Another perfect day in paradise, and for me a perfect day to "get things done".  "Getting things done", is what promoted me on Friday afternoon to load up the car with cats, equipment, bags of Home Depot garden rocks, and, most importantly cases of cheap red wine, and make the trek from the NH beach to the VT mountains. 

The Rhythms of Life...and Sales

This time of year, that phrase of "What's up for the summa'?"  jumps into our vocabulary whether we want it to or not.  It's the natural rhythm of the seasons, and, right now, with the catalyst of hotter weather and the kids being out of school, that rhythm pushes us into figuring out exactly what we're going to be doing over the next 10 weeks. 

This job of being a successful sales manager requires heart! 

Nothing in the career of sales management is for the faint of heart!  This is a profession that requires a constant ability to balance selling and management skills, both of our people and our customers, while keeping an ever watchful eye on the monthly, quarterly and annual clocks.  Thinking more directly about the true meaning of why "heart" is at the lifeblood of this career, if one wants to be "successful" as a sales manager, one must be "consistent", and in order to be "consistently successful", one needs to have heart and truly love what one does. 

• You've got to love this as a career, and not just like it as a job
• It's not good enough to just enjoy the work, or just be good at it
• This is a career that requires jump-out-of-bed and love going to work passion.  

Whether the title is SVP or VP of Sales, or National, Regional, or District Sales Manager, or any of the ego-inflating titles of CRO or CSO, the real work of any successful manager of sales comes down to striking a work balance between being a Player and being the Coach. 

Let's assume that I have some level of sales and sales management skills.  The question that I then must ask and answer, and will ultimately guide my success and the success of my team, comes down my decision of how much time am I as a manager going to spend playing the game, and how much time am I going to spend coaching my team.

Jack's Law of 3,000

• The average "very good" salesperson spends 57.5 hours a week "working".
• The average "very good" sales manager guiding a team of 6-10, spends 65

So, why do we want to become sales managers?

1. For the competitive sales DNA in us that strives to win and be recognized for our wins
2. It's another step from salesperson, to manager, to VP to CEO. (20%+ of the F500 CEOs)
3. We simply love building and coaching a team...and, of course winning, which goes to #1.

 What are the most important sales management Skills & Attributes?

• Attributes:  Integrity, Trust, Accountability and Work Ethic
• Skills: Strategic & Tactical Planning, Hiring & Developing, Leadership & Communication

Want to learn more and be part of a very unique experience?

Attend our Sales management Boot Camp:  October 1st-3rd

Good Selling, Good Marketing...and Good Planning !
The time is now, not tomorrow !

Head Coach  

If you ever want to slow down or disrupt a board meeting or a strategy session, just ask this question...

This post is adapted from the excellent perspectives of JP Nicols 5 Lesson Leadership Lessons From the Godfather. JP provides a very interesting hangout. Check him out.