Just got back from a Saturday afternoon reading on the beach and was, once again, struck by the rapid change in just one week in almost everything. Just before I succumbed to the soft sounds of the surf and the 75 degree temps which somehow forced me to stretch out on the sand and take a short nap, I noticed that the evidence of change was everywhere.
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Tags: sales productivity, Sales Optimization, sales management effectiveness, sales effectiveness, improved sales management, sales management training, selling skills, Sales quota, sales training
Movin’ The Needle: Lead Gen Connections in a Sales 2.0 World
Posted by
Jack Derby, Head Coach on Thu, Aug 12, 2010
Gone (and buried, hopefully) are the days of running back to your desk after a trade show with a hand full of business cards and sitting down to make semi-cold calls and then entering basic data into either ACT or Goldmine. Both good basic sales automation tools- back in the day-when the alternative was an over-stuffed Rolodex spilling out hundreds of cards in all shapes and colors with coded notes scribbled everywhere that sometimes only the CIA could interpret.
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Tags: sales productivity, Sales Optimization, sales management, sales effectiveness, improved sales management, Sales quota, sales training
A few weeks ago, I was sitting at the breakfast counter at the Rye General Store, where I bike most mornings when I’m at the beach, and I looked up from my Globe to see Dottie sitting at the opposite end of the counter. Dottie and I grew up together at the beach pretty much from our earliest childhood years through high school since our parents had cottages right next to one another. After we both bumbled through the normal awkwardness of not having seen one another for 35 plus years, we quickly connected on spouses, jobs, kids and kids’ kids, and then got down to the interesting stuff of what had happened to the pods of kids that we grew up and surfed with.
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Tags: sales productivity, Sales Optimization, sales management, sales effectiveness, improved sales management, Sales quota, sales training
For years now, I’ve talked, lectured, cajoled and beaten my salesguys into submission with The Derby Law of 3,000. In a nutshell, The Derby Law says that if you work 60 hours a week (I wish that I could find that job!), which is 3,012 hours, you immediately lose 25% due to holiday, vacations, and sick time. Without going into numbing detail, you lose another 40% of the remaining time due to non-sales activities since our data from now thousands of salespeople says that only 57% of thier available time is spent both preparing for and actually making the sales call. All of this boils down to around 1,300 hours to actually sell…and now my question, as a manager, should be just how effective can I make my time and the time of my salespeople? It would be great if I could hem 90% effective, which would be perfect, but sadly impossible. If, on the other hand, they’re only 50% effective with the time they have available, then I have a really big problem. 50% would be an impossible situation to resolve. Might as well resign right away.
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Tags: sales productivity, Sales Optimization, sales management, sales effectiveness, improved sales management, Sales quota, sales training
