Jack Derby, Management Coach, Tufts Professor, Entrepreneur, Author

Jack was responsible for the Tufts University Entrepreneurship Center where he teaches and managed a highly engaged and active center of 17 professors, coaches, investors and 700+ students constituting the largest minor on campus. The Center hosts 30+ entrepreneurship events each year culminating in the $100K New Ventures Competition. Jack individually coaches 20 Tufts student startups each year. Today, he continues to teach a marketing course and a sales course in the Center, where he received the Henry & Madeline Fisher award voted by students as the highest rated professor on campus in the Department of Engineering. Prior to stepping down as Director in 2020, due to his wife’s health issues, Jack was the Cummings Family Professor of Entrepreneurship. For 20 years, he has taught business planning and marketing in MIT’s Mechanical Engineering Department where he continues. In 1990, Jack founded Derby Management, a regional consulting firm specializing in strategic and business planning with deep expertise in the specializations of business planning, sales productivity and marketing optimization. Prior to starting Derby Management, Jack served as CEO of Mayer Electronics and President of CB Sports. He is or has been a board member of 21 companies. Jack’s 17 years of corporate background consisted of being President of Litton Industries Medical Systems, CEO of Datamedix and Executive Vice President of Becton Dickinson Medical Systems, a market leader in hospital monitoring. For his work as an entrepreneur, Jack was named to the Boston Business Journal’s Mass High Tech’s All-Star Team, he received MIT Enterprise Forum’s Vince Fulmer Award for his work as chairman, and in 2019, received the Lifetime Achievement Award from the Association for Corporate Growth of Boston for his work as long-term chairman of this leading M&A organization. Jack has founded or co-founded nine startups over the years acting as CEO in eight. Today, Jack is an active and highly engaged board member with a long investing history as an early stage investor as General Partner at Kestrel Ventures, Chairman of Common Angels and currently as a General Partner at Converge Ventures.
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Recent Posts

The Tough Jobs Market for Recent Grads!

If you're confused about the direction of the current job market, there's a reason for that given the weekly changes on tariffs and immigration, the unanswered questions raised by the recent legislation and the unknowns of the wars in Israel and Ukraine.  All issues with serious consequences, which, of course, leads to business uncertainties which directly results in delays on hiring decisions. Underlying any discussion on today's job market is the fact that while the overall unemployment rate is little changed since May, the number of unemployed has risen each month since February, the longest streak since 2009.  

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Tags: Sales Hiring & Onboarding, Derby Entrepreneurship Center at Tufts, 2025 Business Planning, 2025MarketingPlanning, 2025SalesPlanning

Celebrate the Freedom of the 4th

We have always had the privilige of living in the the United States and believing in its foundational truths even though too often we have been divided because of ...

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Tags: 4th of July

Today's the Day for Closing Deals.  Just 1 day left.

1 Day Left in the Quarter: The Art & Science of Closing Deals When Time Is Running Out

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Tags: 4th of July, Derby Entrepreneurship Center at Tufts, 2025 Business Planning, 2025MarketingPlanning, 2025SalesPlanning

The Summa Solstice & Managing Your Sales Time

Today, June 20th, marks the official beginning of astronomical summer with the arrival of the summer solstice.

It becomes the longest day and shortest night of the year, offering maximum daylight hours to pick up the phone and start selling this morning before kicking off the weekend tomorrow that we've all been waiting for since the wicked days of February, the long weeks of March and the last 7 weekends of rain here in New England.  

 

 

 

The Science of Our Longest Day...

The summer solstice occurs when the North Pole is tilted closest toward the Sun, positioning our hemisphere to receive the most direct sunlight possible. At exactly 10:42 AM EDT today, the Sun reaches its highest point in the sky, marking the precise moment of the solstice. This astronomical phenomenon has been celebrated by cultures worldwide for thousands of years, and for good reason...it represents the peak of solar energy. 

The Science of Time and Sales Efficiency!

  • As an "A" / "A+" salesperson, you work on average 60-65 hours a week.
  • From those 3,120 hours a year, subtract 15% as normal "non-productive" time.
  • Reduce that number by 15 days of well-deserved vacation.
  • Reduce that number by 10 company holidays and then by 5 sick days a year.
  • We're left with 2,352 hours which is our "Available Time" to Sell baseline
  • Our collected data for 10 years at the firm shows only 61% of that is going to be spent actually selling (39.7%) or prepping to sell (21.4%), which leaves us with about 1,300 actual selling hours a year assuming that an "A" level salesperson is 90% effective in utilizing their time. 
  • That 1,300 number at 90% is relatively direct to achieve assuming you have a customized sales process, quarterly playbooks, CRM fluency, certification, interlaced tech tools and quarterly training sessions.  
  • Bottom line:  the average B2B salesperson starts with around 3,000 hours, loses 2/3 of that in non-sales administrative time, non-customer meetings and necessary travel and ends up with 30-35% of prime time to sell.  Our job as professional salespeople is to make sure that we're utilizing that available time scientifically with the best tools, coaching and team training.

Daylight Hours: Your Time Dividend Today

Depending on your location, today offers a generous helping of daylight that won't be matched again until next year. Here in Boston, we'll enjoy approximately 15 hours and 5 minutes of daylight making today both a psychological and physiological boost which extends directly into our physical and mental well-being as we begin our sales day today.  

Have a superb day selling today with nearly 15-19 hours of daylight at your disposal. My recommendation before I hit the phone for an 8:00 sales call today is that you you should take some of that extra sunlight today before you head out for the first non-rainy weekend in 3 months to broadly plan out the next 75 days or so until Labor Day.  

Think about Taking time this summa' to update your Sales playbook!

Think about taking a day out of this Summa' to work with us to tune up...or maybe actually create your first sales playbook.  Our free how-to ebooks for general ideas: 

"Writing the Winning Sales Plan"
"Writing the Winning Business Plan"
"Writing the Winning Marketing Plan"

We facilitate
ideas on structure, models, process funnels, productivity tools and how to recruit, hire and onboard the best people.  We're real salesguys who continue to play and coach the game every day.  

Connect with me any time at jack@derbymanagement.com and let's discuss.      

 

 

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Friday the 13th...and other myths...especially about Sales


Actually, the origins of Friday, the 13th are complex, a mix of both realities and myths:

The date itself is an extension of the fear of the number 13, known as paraskevidekatriaphobia, which was heavily popularized by fiction writers back to the 19th and 20th centuries and extending, of course, by our own love of the 1980 horror flick, Friday the 13th...and its many haunting extensions. 

 

 

The date is shrouded with many myths...or at least unknowns.  There's the actual number 13 traced back to several sources such as Judas who supposedly was the 13th guest at the Last Supper before betraying Jesus. In medieval times, the actual day of Friday was thought to be an unlucky day to begin any important work.   

The reality is evidenced in events such as that on Friday, October 13, 1307, King Philip IV of France ordered the mass arrest of the Knights Templar. Hundreds of these powerful medieval knights were imprisoned and many were later executed.

With that as background, and since, in fact, it is Friday, the 13th, let me shift to the many myths surrounding the profession of Sales since most of these end up costing salespeople unnecessary time, but more importantly are on the wrong side of the equation for building trust and value creation with the prospect.  

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Tags: Sales Optimization, Sales Best Practices, Derby Entrepreneurship Center at Tufts, 2025 Business Planning, 2025MarketingPlanning, 2025SalesPlanning

Planning for the Summa!

This morning after a 95-degree day in Boston where I was yesterday doing booth duty with the DurraPanel team, one of our new very exciting investments, I was thinking in the bumper-to-bumper traffic, as to the various interpretations as to when the summa' begins:

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Tags: 4th of July, Derby Entrepreneurship Center at Tufts, 2025 Business Planning, 2025MarketingPlanning, 2025SalesPlanning

Transitions From College to Work

It was a picture-perfect day two weeks ago for Tufts' Commencement!  Perfect weather!  Perfect timing!  Perfect Goodbyes!   Always a memorable time of happiness and thanks, certainly tears of joy and separation, and always a bit of fear balanced by the excitement of the unknowns for both those graduates who have jobs and more so for those who have not yet landed that perfect mix of work, location and compensation. 

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Tags: improving sales productivity, how to write a marketing plan, Derby Entrepreneurship Center at Tufts, 2025 Business Planning, 2025MarketingPlanning, 2025SalesPlanning, howtowriteamarketingplan

Wins & Losses

Gotta hand it to the Celtics for their hard work, their athleticism, their perseverance and just true grit, but with Friday night's final score, we're on the sidelines watching the rest of the playoffs.  Playing the game to win is the very nature of every sport, and it's also the core essence of every activity that we engage in as professional salespeople. 

 

You want to win, you gotta' play to win which means that if you're behind right now halfway through the quarter, you may want to think about changing up your baseline drills for success. 

Here's a few simple, but directly impactful ideas to try out this beautiful Monday morning: 

 

 

  • Every month: Update your written team playbook by getting everyone on the team directly involved.
    A playbook is not your annual sales plan that you architected last December. This is a living, breathing document that's frequently revisited and updated with the team at the beginning of every month. We've been insisting on these now for a few years, and the direct impact has been amazing.  

  • Every week:
    -Hold one-hour early AM training drills on one or two specific tactics.
    -Personally connect for 15 minutes with 1 successful person who inspires you.
    -
    Read 1 technical article written in 2024-2025 on what it takes to be successful in Sales.

  • Every day:
    -
    Think like a customer first, not a salesperson selling anything.
    -Focus on what you can do to drive direct business value for your customers.
    -Begin each day by verbalizing out loud why you're the best salesperson.
    -
    Start with activities that energize you-maybe it's exercise or listening to a podcast on the drive.
    -Dig into tracking the math in detail: every play, every conversion and every score. 
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Tags: Sales Best Practices, Sales Management Best Practices, Sales Hiring Perfectly, Derby Entrepreneurship Center at Tufts, 2025 Business Planning, 2025MarketingPlanning, 2025SalesPlanning

Time for Grades, Scorecards & Sales KPIs

Nothing is more definitive than the scorecard at the end of the season for any professional sport. Right now, with the wicked one-point loss for the Celtics to the Knicks on Wednesday night, they're in a tough come-from-behind situation for Saturday afternoon's game at MSG. The absolute metrics of the losses are bad enough, but the giving up of 20-point leads in both games says that there's something terribly wrong with the team.   Metrics tell it all...all the time!

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Tags: Sales Optimization, Sales Management Best Practices, Derby Entrepreneurship Center, 2025 Business Planning, 2025MarketingPlanning, 2025SalesPlanning

It's Time for My 3 Rules to My Graduating Seniors

It's been an extraordinary semester at Tufts!!!

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Tags: Sales Best Practices, Sales Management Best Practices, Teaching at Tufts University, 2025 Business Planning, 2025MarketingPlanning, 2025SalesPlanning