Derby Management's "Competitive Edge" Blog

This time of year, in between Zoom and Team calls, I've been ankle-deep in the dirt and last weekend's mud in the gardens in both NH and Vermont planting, cutting and weeding.  It's good for the soul and my hyper-sense of organization to be able to dive into the deep end of the mud and "get er done" no matter what the weather...or the business...forecast is.  

• Right here at the beginning of June, our Q2 business forecast is looking pretty good among all of our clients now working through the details to end with a robust close to the quarter.  Concerns about supply lines and labor unknowns are obviously top of mind, but business forecasts in general seem to be solid for the next four weeks.
• When I got in the car last night to drive from Boston to Vermont for a day of morning meetings and garden work this afternoon, the weather forecast also looked pretty good, and I planned my calls and meetings for the day around that forecast.  Early this AM, it's a raw 55 degrees and pouring rain, but somehow the outside work still needs to be completed between lawyer calls at 10, a weekly Team meeting at 11 and a F2F 3:00  new client meeting this afternoon.  

Bottom line is that weather forecasts change all the time, and of course, we have zero control, but yet, the work still needs to be completed.  Business plans and sales forecasts go through just as many variations as the unknowns of the weather, but at the end of a week like today and the end of the quarter in less than four weeks, sales quotas still need to be met and operating plans and product commitments completed just as we forecasted. 

As anyone who has seen my Vermont woodlot, everything is "neat & tidy" especially in the spring and summa'.  That organization allows me ready access to a season's worth of kindling and two of the four cords of wood I burn every winter. 

Having everything organized and "in its place" is the way I work out in the woods and also in my management consulting work since that level of organization allows me to have "extra time" when the weather changes or in the case of work, unexpected client speed bumps occur.

Tags: sales and marketing best practices, sales effectiveness, sales management training, marketing effectiveness, marketing productivity, best sales practices;, how to write a sales plan

Vermont is a tiny state with a very diverse grouping of residents.  I'm not talking here about the 13 "gold towns" inappropriately named by an infamous prior governor who overtaxed the flatlanders who came to VT to ski.  I'm also not talking about Burlington where 50% of the population lives. To know the real Vermont, one needs to get down into the dirt and understand their own grit and exceptionally hard work. 

When one takes a look at the stats, it almost defies logic of why the state even exists...except for grit.

Tags: sales coaching, sales plan process, sales management boot camp, how to close sales, Tufts marketing projects, student intern marketing projects, how to write a sales plan, sales effectivness, Tufts Entrepreneurship Center

To a boring fault, I am all about planning...

Tags: sales plans, business coaching, strategic planning, Tufts marketing projects, Tufts internships, student intern marketing projects, interns for marketing projects, how to write a marketing plan, how to write a sales plan, marketing planning

Gotta love April !!!   

Hard to believe, but here we are, one year later in a very different spring of positive outlooks and what will become a roaring economy on the back half of this year.  Still a bit stressed, but much less so, and, as sales pros, we're always thinking through what the quarter ahead is going to look like. This is always the excitement and the challenge of being a Sales leader. Just like any  professional athlete, even with consistent training and exacting playbooks, we never exactly know what the end game or the final points on the scoreboard will be.    

Just ask either side on the women's final basketball championship last week between Arizona and Stanford.  

 

Tags: sales coaching, sales management coach, sales enablement, closing sales, how to close sales, improving sales productivity, sales success, how to write a sales plan, planningsalestodayinacovidworld

Had a very exciting, stimulating and actively engaging discussion end of the day yesterday with 30 of our CEOs, presidents and senior leaders of our customers on the 2021 workplace, and I thought that I'd share with you this morning a few of the takeaways.

Tags: sales coach, how to close sales, best sales practices;, how to write a sales plan, writing sales plans

Every day, every week, I work through a series of mini-plans at least in my head and most often in writing.

-Days start early before the sun and begin with a fountain pen and new yellow-ruled sheet of paper.

-I bullet down in a word or two the tasks needed for the company and for Tufts in two columns

Tags: Sales Optimization, sales effectiveness, sales planning, sales tools, closing sales, how to close sales, sales success, how to write a sales plan

Rising through the ranks from Manufacturing to Engineering to Operations and then through a battlefield promotion to division president, I never stopped along that path to learn anything about Sales or Marketing. I've always been a process, tech, time-management and metrics guy, and back-in-the-day, the world of Sales seemed to revolve around travel, food, and golf, none of which I do very well.  Marketing to me back then was even more confusing since it was simply expensive black magic.   

Tags: marketing productivity, marketing management, how to write a sales plan, marketing planning, Selling Successfully in a Covid World, planningsalestodayinacovidworld

With 30 years of skiing anchored firmly in my Vermont winta' roots, I've now spent the last 25 years only snowboarding gaining a new love for old trails and new woods and parks that I would have never explored on skis. I still remember the taunts and laughs from my skier buddies I left behind, but as with anything new, I've learned to find the best coaches and study harder and longer than others. 

This winta' morning, I find myself at the NH beach trading my Big Boy Ariens snowblower back in VT for shovels that fit NH winding paths and decks that overlook a very angry ocean.  It will actually be good to grab some fresh air and quick exercise today between six zooms and a board meeting. One of the benefits of WFH.

Love winta'...but cannot wait for March 20th, the official start of spring and leaving behind dark mornings and getting back out into the VT woods with my chainsaw or looking for seaglass on the NH beach.  I do love the rhythm and the variety of the NE seasons...most of the time

Tags: sales coaching, sales effectiveness, closing sales, marketing effectiveness, sales management boot camp, business coaching, how to close sales, improving sales productivity, sales success, how to write a sales plan, planningsalestodayinacovidworld

The interesting and good news about selling in 2021...

Tags: Sales Optimization, closing sales, how to close sales, improving sales productivity, best sales practices;, sales success, how to write a sales plan, sales effectivness, writing sales plans

January is the most critical time of the year for the entire management team to get their fingers deep into the crankcase oil of the entire engine of the business in order to achieve...

Tags: sales management effectiveness, sales enablement, business coaching, how to close sales, business planning meetings, how to write a sales plan, writing business plans, forgetsalesstrategyfocusontactics