Seekers & Finders...and Sales

Posted by Jack Derby, Head Coach on Tue, Dec 04, 2012

With now just 16 selling days (and that's stretching the reality of real sales time) until the end of the year, the pressure’s on, everyone is heads down, and totally focused on that one simple thing-QUOTA-before the end of the year.  Statistics tell me that in a B2B world, only 67% of salespeople make their quota every year, which I always find curious…and shocking…since in my companies, on average, that number is up in the mid 80’s.  With only 67% as the average, that means that there must be a lot of salespeople really struggling down in the 30 and 40 percentiles.  No wonder the turnover rate is so high among salespeople taken as a total. 

Read More

Tags: sales productivity, sales coaching, Sales Optimization, sales, sales management, sales management effectiveness, sales coach, sales management coach, sales effectiveness, sales enablement, improved sales management, sales management training, Sales quota, sales jobs, jobs, finding sales jobs, how to close sales

I Should Have...and Sales

Posted by Jack Derby, Head Coach on Tue, Jun 19, 2012

I had just graduated from BC and had a ticket to go to  the University of Chicago for graduate work where I would have studied some dusty, esoteric slice of Elizabethan writing, ending up as an English professor in a small college somewhere.  I still remember the look of shock and dismay x number of years ago now on a hot July afternoon when I announced to my father that I was not going to Chicago (which I did years later) and that I was leaving for Peace Corps training that September.  135 of us began language studies and survival training that fall in Syracuse (no better place, of course, to train in prep for equatorial Africa) and about 80 of us finally made our way to Tanzania's Dar es Salaam the following January.

Read More

Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales plan process, sales effectiveness, sales enablement, sales planning, sales tools, selling, sales management training, selling skills, sales optomization, closing sales, Sales quota, sales training, sales plans, jobs, finding sales jobs

The Rhythm of Entrepreneurship & Sales & Jobs

Posted by Jack Derby, Head Coach on Wed, Jul 27, 2011

My Question of the Day

Read More

Tags: the economy, venture capital, angel investing, entreprenurial, sales, management, business planning, jobs

Just What is Price Waterhouse Coopers Smoking?

Posted by Jack Derby, Head Coach on Sat, Aug 07, 2010

Price Waterhouse Coopers Press Release: August 5, 2010 – The latest edition of the PricewaterhouseCoopers LLP Manufacturing Barometer reports that optimism about the U.S. economy is down slightly from last quarter, but still shows strength with almost half (45 percent) of U.S. industrial manufacturers optimistic about the next 12 months, according to the Q2 2010 report. Hiring plans made a significant jump in Q2 2010. Over the next 12 months, 47 percent of panelists plan to add employees to their workforces, up 20 points from last quarter.

Read More

Tags: the economy, price waterhouse coopers, jobs, economic stimulus