Derby Management's "Competitive Edge" Blog

With 50 days (which is being generous, so do your own math) left in the quarter, there's not much time for changing out teams, re-planning key account plans or totally new game plans. This is 50 days of classic blocking and tackling as you move down the field toward the goal line.  Having said that, these last 50 days left in the season are also going to need to be played more like soccer than football.  There’s no bye time like the Patriots have this week. There’s no ability to swap out teams and bring in other players.  Clearly no time for time outs.  This is just constant forward motion activity, yard by yard if not inch by inch, and all of that activity absolutely needs to be at full speed.

Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales effectiveness, sales tools, selling, improved sales management, sales management training, selling skills, closing sales, sales training

Last weekend at this time found me in Vermont deep in shoveling the debris and dirt left from the floods and repairing the ATV trails in my woodlot.  Filling one five gallon bucket at a time, hauling them to the tractor, driving into the woods and filling the holes in the trails, inches at a time, reminded me again of how lucky I am to have my day job which, although complex and pressure-driven, as my friend Bernie Gordon, CEO of Analogic, used to repeatedly tell me “doesn’t involve any heavy lifting.”

Tags: sales productivity, Sales Optimization, sales management, sales management effectiveness, sales effectiveness, sales tools, selling, improved sales management, selling skills, sales optomization, closing sales, Sales quota, sales training, sales optimication

With anxiety and the fear of the unknown, I headed to Vermont last Friday night for the first time since the floods to see for myself what had happened to our house.  Since friends had already walked the property and checked things out, I knew that we were one of the lucky ones and had no damage.  With our road now fully reconstructed, it was now time to venture into the bustling metropolis of Bondville, population 647, at the base of Stratton Mountain. After confirming that the house was okay, I drove to the general store in stunned silence shocked by the surrounding damage that our tiny river had caused ripping out bridges and tossing 100 pound rocks by the hundreds into our field which, at the height of the storm, had been under five feet of water.   

Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales effectiveness, sales tools, selling, improved sales management, sales management training, selling skills, closing sales, Sales quota, sales training, management

With the passing of Labor Day, I found myself giving a sad “see ya next summer” to my friend, Jack McAvoy, the head lifeguard at our beach.  Older, serious, dedicated and always razor sharp, good weather and bad, Jack, on any weekend, is not only out there as the protector of the beach, but he’s often the diplomat and mediator between feuding siblings and sometimes forgetful adults.

Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales effectiveness, sales tools, selling, improved sales management, sales management training, selling skills, closing sales, sales training

“It’s been dirty, and it will be a little tough, but we’ll be fine.”

Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales effectiveness, sales tools, selling, improved sales management, sales management training, selling skills, closing sales, Sales quota, sales training

In just 24 hours, I was instantly transported from Sunday’s watch and worry on our NH beach to yesterday’s calm of deep green oceans and blue sky, but the same was not so in our Vermont hometown.  With bridges and roads washed out, our little town of Bondville took the full brunt of 12 inches of rain blasting its way into already overflowing rivers.  The unfortunate result has been a real life, film-at-6, disaster with many towns under water, roads split in two and countless bridges destroyed-all of which in a couple of weeks will be forgotten except by the hardy Vermonters people who live here.  Kevin Cullen has a piece in The Globe today which puts everything into perspective.

Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales effectiveness, sales tools, selling, improved sales management, sales management training, selling skills, closing sales, sales training

Just walked in from my early morning walk on the beach.  Good weather and bad, summer and winter, whenever, I have the luxury of not going into the office first thing, I walk the mile long, perfectly crescent-curved beach just outside our door.  With the constant sound and smell of the ocean all night, there’s a consistent tug in my head every morning to explore what the ocean delivered. Sometimes tons of seaweed, sometime lost seal pups like this guy earlier this month, and most often just the richness of the ocean.

While Jan, my wife, sea glass jewelry designer and watercolor artist, searches for the perfect pieces of sea glass, I set out on the much more plebian task of picking up trash washed in on the night tide.  I guess that I could euphemistically call it “flotsam & jetsam”, but I never can remember which is which, and, in reality, it’s just plain trash. When Dustin Hoffman, in The Graduate was told that all he needed to remember was the word “plastic” to ensure his success, I think that same word as I walk along, three foot gripper tongs in hand, picking up 20 pounds of daily plastic  either as abandoned beach toys or washed up debris from the lobster boats.  Anyways, it’s good for the ocean and my head.  Plus, it provides me the opportunity to get out early in the morning with an unstructured, quiet hour to think through various business issues.  

Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales effectiveness, sales tools, selling, sales management training, selling skills, closing sales, marketing effectiveness, marketing productivity, Sales quota, sales training

I’ve recently been receiving these short articles like the one below from ChiefExecutive.net.  Well written, to the point and solid factual data from the men and women who actually run businesses.  When I finished a hard day of field research on the beach yesterday, I found this not-surprising article in my Inbox, which fit nicely into my summer re-reading of Blue Ocean Strategy.

Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales effectiveness, sales tools, selling, improved sales management, sales management training, selling skills, closing sales, Sales quota, sales training

Just arrived in Vermont for a few days.  What a huge difference from the NH shore, and it’s just not the beach-mountain thing.  It’s the lushness of Vermont.  It’s not just that everything is green; it’s that green is everywhere, including the haying fields in front of the house that I thought for sure who be burned out just like our grass in NH.   It’s good to know that some things-like Vermont-never change and that a process is a process.

Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales effectiveness, sales tools, selling, sales management training, selling skills, closing sales, Sales quota, sales training

A very tough day yesterday.  As if we didn’t have enough problems trying to sell stuff in The Dog Days of Summer, as I was driving to four different sales meetings yesterday, I kept listening to the news on Bloomberg.  I found that I literally had to take 10 minutes by myself before I walked into every account, using all of my Psyche Up Skills, to keep my head focused in the right place as the day wore on, and the market kept plummeting. 

Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales effectiveness, sales tools, selling, improved sales management, sales management training, selling skills, closing sales, Sales quota, sales training