I was walking around Kendall Square late yesterday afternoon. A perfect spring day with the added electricity in the rarified air of Cambridge due to the normal abnormality of MIT, multiple graduations happening this weekend, and entrepreneurs doing more deals than I've seen in years fueled by big money happenning on Wall Street. A perfect day...until I realized that I was not hearing my normal, "Hey Jack..." Not at CIC, not at Dunkin's, not even walking through the Cambridge Marriott's lobby.
Tags: sales productivity, sales coaching, Sales Optimization, sales, sales management effectiveness, sales coach, sales enablement, sales planning, sales management training, sales training, sales boot camp
Tags: sales coaching, sales management effectiveness, sales coach, sales management coach, sales effectiveness, sales enablement, selling, sales management training, selling skills, sales training, sales boot camps, sales checklists
Impossible now to look out my home office windows in Vermont. Snow drifts cover the window, and even if I were crazy enough to try to shovel them away, the 50 feet between the windows and the driveway is one giant ice cube of snow packed 3 feet deep. Spring? Maybe in August. My great-grandfather Horace, who lived up the road a piece in the town of Poultney during the late 1800's , wrote often about living in Vermont with its 11 months of winta' and one month of damn poor sleddin'.
Tags: sales productivity, sales coaching, Sales Optimization, sales, sales management, sales management effectiveness, sales plan process, sales coach, sales management coach, sales effectiveness, sales enablement, sales planning, sales tools, sales management training, selling skills, sales training, sales plans, sales listening, sales jobs, sales boot camps, sales checklists
Vermont this past weekend probably had the best back-to-back two days on the hill for this season.
Superb blue skies, warm temps, perfect snow, smiling faces, barbecue on the deck. Exceptional! There was nothing better than Saturday...except Sunday.
Tags: sales productivity, sales coaching, Sales Optimization, sales, sales management, sales management effectiveness, sales plan process, sales coach, sales management coach, sales effectiveness, sales enablement, sales planning, sales tools, sales management training, sales training, sales plans, sales boot camp, sales checklists
Here it is the beginning of March and time for me to figure out our Red, Yellow & Green dashboard relative to where we expected to be in the quarter. Right now, it looks like...
Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales plan process, sales coach, sales management coach
Surviving January in Vermont means taking a long look at the woodpile and measuring what's left balanced against the need to heat the house for the next three months on one hand and, on the other, making sure that all of the wood gets consumed so that I'm not hauling unused wood back to the woodlot up on the ridge.
The good news about last winta' is that we did not use a lot of wood-maybe only two cords. The bad news is that I ended up having to haul three cords back into the woodlot and restacking it up on the ridge since the LP will not allow the ugly wood tent to stay up during the summer. Must agree with the LP on this; the grey tarped wood tent really is ugly.
Tags: sales productivity, sales coaching, Sales Optimization, sales, sales management effectiveness, sales plan process, sales coach, sales effectiveness, sales enablement, sales planning, sales management training, sales training, sales plans
Yesterday was a great day for family, snow (at least here in Vermont), gigabytes of pictures taken with newly unwrapped cameras and iPhones, along with way too much food. Just what Christmas is supposed to be. I could have done without the 350 mile rotation to “therealworld” commuting from "vermontwinterfantasyland”, however, other than that, it was all good.
Tags: sales productivity, Sales Optimization, sales management, sales management effectiveness, sales coach, sales management coach, sales effectiveness, sales enablement, sales planning, sales tools, selling, sales management training, sales training, sales plans
When I was 16, my friend and I hitchiked to Newport one summer heading to the NewPort Jazz Festival attending the free workshops during the day and sneaking into the concerts at night to listen to the true legends of jazz crossing the spectrums from Basie, Coltrane, Gillespie, and Monk to Dave Brubeck, whom I had never heard before. Five summers ago, I had the opportunity to be part of an intimate 90 minute session, where Brubeck, looking deceptively frail, once again took absolute command of the keyboard as he started the set with that same mystical lilt heard right at the beginning of "Take Five". I vividly remember Brubeck both back in the early 60's in Newport and also in a small art center a couple of years ago in Vermont and was saddened to hear about the death of this true legend last week.
Tags: sales productivity, sales coaching, Sales Optimization, sales, sales management, sales management effectiveness, sales coach, sales management coach, sales effectiveness, sales enablement, sales planning, selling, sales management training, selling skills, sales training, Zig Ziglar and sales
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.
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
With a long weekend of maxed-out football from Thanksgiving Day high school to the Pats, I realize that I'm constantly comparing professional sports teams to professional sales organizations on the basis of....
Tags: sales productivity, sales coaching, Sales Optimization, sales, sales management, sales management effectiveness, sales plan process, sales coach, sales effectiveness, sales enablement, sales planning, sales tools, selling, sales management training, selling skills, Sales quota, sales training, sales plans, sales jobs
