Up Against the Wall: The Celtics & Sales Quotas

Posted by Jack Derby, Head Coach on Thu, May 12, 2011

It certainly applied to the Celtics before last night’s devastating loss to the Heat, and it certainly applies to those sales professionals who are struggling half way through the quarter with not enough points yet on the board. Did the Celtics get outplayed by the Heat the holy trinity of LeBron, Wade and Bosh? Sure, but the die was cast going into the game last night. Tough enough that the Celtics were being outplayed throughout the series by the Miami Machine. Tougher still was the fact that the Celtics looked and acted like the old men that they are. Add to all of that the fact that they were up against the wall, crushed by their prior losses and facing an enormous hill to climb. Take all of this into the equation, throw in superb young athletes, and it was impossible to survive.

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

Sales Effectiveness & Your Summer Sales Calendar

Posted by Jack Derby, Head Coach on Tue, May 03, 2011

End of one sales month, and the beginning of another. Just a turn of the page in the digital sales book, but a wakeup to the fact that the quarter is one third over and rapidly racing towards the end of June. I actually love the 2nd quarter since it still retains all of the excitement and energy of the new year kickoff...way back in January... plus we now have four months of real customer experience under our belts. Better to update sales plans and tweak selling tactics for the balance of the year.

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Tags: sales productivity, 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, business tools, business planning, business coaching, sales optimication

Winning the Marathon; Winning in Sales

Posted by Jack Derby, Head Coach on Wed, Apr 20, 2011

Boston is just a terrific city.  Small, easy to walk around, and one of the greatest sports towns in America.  The Patriots are either the Super Bowl Champs...or not; the Celtics are always the leaders and the Sox, well, that's another story given this year's opening season. 

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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, marketing effectiveness, marketing productivity, sales training, management, leadership, marketing management

Changes

Posted by Jack Derby, Head Coach on Thu, Aug 26, 2010

It’s been a great summer. Lots of work; lots of time off and a great opportunity to plan ahead a bit for the upcoming crazy season of September through the rest of the year.

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Tags: sales management, sales management effectiveness, management, leadership, strategic planning