Derby Management's "Competitive Edge" Blog

Back in the day, you probably remember your mother warning you about making sure that you were wearing clean underwear "because if you're in an accident, and they bring you to the hospital, then, you want to make sure that you don't have dirty underwear".  I must admit I didn't think about this a lot during my various ER experiences of broken bones after falling off my bike or crashing into trees while learning to snowboard. Actually, there never seemed to be any checklist at the ER asking about the health or even the cleanliness of my underwear.

What's an Event?  What's an Activity?

Today's my birthday.  

I was born at 10 minutes past midnight in Chicago's Cook County Hospital in a blue collar, South Side neighborhood of meat cutters and steelworkers and the home of my first generation Polish grandparents.  Wonderful people and wonderful memories that I still remember today since they were most often wrapped around events surrounding birthdays, Catholic holy days, marriages and funerals. All of these events are for me indelibly marked through emotions, the rituals of the church, and, of course, being Polish, the smells and kitchen sounds of unbelievable food piled high on huge oaken dining room tables.

Just finished shoveling snow here in the "Live Free or Die" State  

Although I have a perfectly good, one year old snowblower sitting unused in the garage, it was important to me to spend 30 minutes shoveling this morning for a couple of reasons.

In almost every industry, Monday morning sales meetings are part of the DNA of running most organizations

No Such Thing as Luck in Sales

The Patriots kick in the last six seconds last Sunday had nothing to do with luck.

That last precision march down the field ending in the perfectly-placed 54 yard kick was all about consistent and dedicated training, nerves of steel and a unrelenting drive of the team to win.

In the world of Sales, orders will be won and lost during these last 22 days of the year solely on the basis of our skills training, our prepping and working on the weekends, our consistent use of every account management and planning tactic that we currently have in our toolboxes, and finally on utilizing every possible connection we have in our individual networks.  Classic blocking and tackling in the game of Sales!  

Over the next 22 days, this is when everything must come together perfectly

• All the training, the videos and the practice sessions
• All the value propositions and the rest of your marketing tools 
• All the embedded sales process tools and their related technologies

Luck would be nice, but it ain't gonna happen.

Nothing but experienced skills, detailed account plans, full force time-management practice and 12 hour days. Luck would be nice, but it ain't gonna happen.  My experience is that luck actually never happens when you need it, which is why we call orders that surprise you and fall out of nowwhere, "Bluebirds". They come and go and you're always amazed and thankful that they happen, but they never occur when you're up against a quota deadline. 

When I wrote the blog about luck a few months ago, my dedication to the formality of planning and, in fact, my addiction to "over-planning" was heightened by comments the blog received from a number of sales and business leaders that I have come to greatly admire over the years.

• "One of my favorite sayings:   'you create your own luck' ”.
  Paul Frascoia, CEO
• Luck is what happens when preparation meets opportunity,” a quote attributed to Lucius Annaeus Seneca, a Roman Stoic philosopher. 
  Bob Flaherty, CEO 
• Your article reminds me of a quote from Jack Nicklaus.  Someone asked him how much luck played into winning a tournament.  He replied, "You know, it's funny.  The more I practice, the luckier I get." Arnie Greenfield, CTO
• I'm not a big believer in getting lucky with sales. I am a big believer in good timing and sales. I suppose they might be similar in that a combination of skills plus high levels of activity will eventually lead to events that result from good timing. So not sure luck is involved when a prospect lives through an event that finally makes them think about your solution. To me it's more about good timing resulting from skillful relationship building combined with high levels of activity, leading to "hey, thanks for the call, we were just thinking about you", type of good timing responses.   
  Ray Bixler, CEO
• Two comments came to mind while reading this post: 
  1 - Hope is not a strategy
  2 - luck is where preparedness meets opportunity. 
  Art Brault, VP Sales.
• Luck does come in to play in a major way in sales, as in a group of factors that you have no control over. How you sell lets you control how much of an effect luck has on the outcome.
  (1) Cold calling- all luck, just a numbers game
  (2) Consultative selling increases the odds dramatically of the Luck being good.   
  Rob Turbett, CEO
• Years ago, a fairly close friend told me that my success and good fortune in life had come from my being “lucky.” I responded that no one is simply lucky and that you have to put yourself in the path of luck, in order to benefit from it if/when it comes and that you cannot sit around and wait for the phone to ring or for luck to happen.
  Jack Gaziano, SVP
• For 17 years I passed a stained glass window in the old H.J. Heinz HQ building in the Northside of Pittsburgh. The words: Luck helps you over the ditch if you jump well. True in late 1800s. True today. Tom Powell, CEO
• Jack, I recently gave a talk at the Plastics News Executive Forum in Las Vegas. The title was “The Accidental Strategist” (you were mentioned a few times!) and my opening slide was “Great Thoughts on Luck”
  -“The harder I work the luckier I get” – Samuel Goldwyn
  -“Luck is the residue of design” – John Milton
  -“Luck is what happens when preparation meets opportunity” – Seneca
  Jeff Somple, President 

All very powerful reminders as we now move relentlessly down the field, play-by-play, with the clock ticking away the 22 days, setting ourselves and our team up to drive across the goal line.  

As the book, Hope is not a Strategy, (a very worthwhile read, btw), points out, take the words "hope" and "luck" totally out of your vocabulary, especially now.

At this time of year, success is now all about you during these last 22 days of the selling season 

Good Selling Today!  

Finally, as you move through your own 2016 Sales Planning process at this time of year, if you have specific planning questions that you want to bounce off me or the other Derby Management Coaches regarding sales plans, sales comp programs, sales tools, or any part of the sales and marketing funnels, just email me, and we can set up a time to talk with me or any of our other heavily experienced Coaches.  There's no cost, of course, for a call.

Selling today is complex enough without trying to go through this process of account, organizational and compensation planning by yourself. Just give us a call.  

 TUFTS University Marketing Projects

I'm in my third week of continuing to look for new solid marketing projects for my spring Tufts marketing class at Tufts, where I'm a professor.  A unique and highly successful opportunity for your company to wring out a new product idea or a fully developed marketing plan with Tufts' Best & Brightest from one of the leading universities in the country.  This semester-long program is designed to incorporate marketing projects from companies ranging in size from venture-funded startups to divisions of major corporations.  This current semester, we had 22 companies apply for the six positions.
 
The deadline for submissions for this spring's semester is December 15th.  Projects will be sent to the students for assessment and team creation at the end of December.   

If you're interested in finding out more, just email me at jack@derbymanagement.com.  Of course, I'm biased and, yes, more than a bit passionate about Tufts, but I must say somewhat objectively that our results, as attested to buy our customer companies, have been outstanding with many companies coming back year after year and hiring our seniors to be part of their companies.

Head Coach  

Thanks very much for the comments and ideas from last week's blog post on "The (first) Five Rules".  As promised, here are the remaining five.  It may well be that you have your own, so let me and our readers know about your ideas by commenting below...

By now, I figure I've taken over 2,400 trips to Vermont over the years traveling back and forth from either Boston or NH.  At three hours, the trip takes about the same amount of time from either starting point, and the distance evens out between 150 and 180 miles.

The problem, as the Boys on the Bench down at the Winhall General Store frequently tell me is that "you can't get there from here" whenever I mention that I'm leaving the mountains to drive to the NH beach...and they're right.  There's no easy way to go east and west between Vermont and New Hampshire, and every trip presents a variety of decisions that ultimately end up just frustrating me.