Tufts, Sales, Students & the Spring

Posted by Jack Derby, Head Coach on Wed, Oct 26, 2016

About to head out to Tufts this crisp fall morning, and I'm already leaping ahead thinking about the spring, 2017 semester, and of course about Sales.

When I put this four to six month look ahead in timing into perspective, it's exactly the same process that we're right now experiencing with our customers in their 2017-2019 strategy planning and in their detailed sales and marketing tactical planning for next year.

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Tags: sales, Tufts ELS program, Tufts Gordon Institute, Tufts Marketing

Time to talk about trash...and Sales

Posted by Jack Derby, Head Coach on Fri, Aug 05, 2016

We just finished an assignment working with Paul and Craig, two solid, heavily experienced serial entrepreneurs who have developed breakthrough technology turning really big food waste (think food prep locations for major supermarket chains, universities and prisons, for examples) into small wafers that can be used as organic fertilizers. Great technology, superb ROI and heavily experienced entrepreneur owner managers attempting to change the world due to a major problem because...

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Tags: sales coaching, sales, Sales quota, sales plans

At some point in Sales & in Life, you need to take a stand!

Posted by Jack Derby, Head Coach on Fri, Jul 15, 2016

This morning BRINGS ME TO THE TOPIC OF RACE IN AMERICA.

As a professor of marketing, and a still struggling student of being a better sales professional, one thing I know is never to talk about race, religion or sex, but unfortunately, I need to to break that rule.  

Enough is enough!

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Tags: sales, sales management, sales effectiveness, management

Heading to the beach..."Field Research" on Sales Leadership

Posted by Jack Derby, Head Coach on Thu, Jun 09, 2016

Interesting comments from a number of readers on a blog I did back in February on what it takes to become a sales leader.  I realized as a result of that blog and the comments and questions that I received, that I knew a whole lot more about what a sales leader is not, than what a true leader of salespeople really is.

For example, I know that a sales leader is not...

  • Captain Command & Control
    This guy is all about gruffness and full blunt force, marked by swearing and shouting in public coupled with a list of not-so-veiled threats about being fired.  

    The result in what he creates is always a small salesforce of dispirited workers who run for cubicle cover and start looking at their shoes every time "The Captain" marches into the office.  You would think that after all of these years, this dinosaur had finally been bogged down in the tar pits of the 1980's and been classified as extinct, but he's still out there shouting even louder since all of the good salespeople have already jumped off of his ship.    
  • Mary Micromanager
    Mary isn't quite sure what exactly her leadership role is as a new sales manager since she quickly rose through the ranks from BDR to sales rep to team leader and is now a district or regional manager.  

    As a result, she never really had the time or the support from her managers to be properly trained and, as a result, she was just thrown into the deep end of the pool to see if she would either sink or swim.   Mary has now become the ubersalesperson looking for more and more detail and constantly doing activity follow up with her team while she basically drives them nuts.   What Mary has not yet learned is that there are manager roles, like Player-Coach, where she can bring real value to the team and allow them the freedom to do their front line job... perhaps in many cases better than she could do it.
  • Tommy Technology 
    T2 is a manager who is all about technology and replacing F2F field salespeople with inside sales teams armed with highly integrated CRM platforms and a variety of apps.  

    I'm all for integrating tech stuff into sales processes and strongly believe that technology platforms like Insight Squared, Hubspot and Brainshark, wrapped around formal sales processes, can improve average sales productivity by 25%.  But, the problem with having Tommy as a manager is that he has forgotten about delivering customer value, and he's run way too fast right to the edge of the cliff never looking back to see if his salespeople are following him or are just going to watch him jump into the abyss shouting... "Good riddance, Tommy."

So, just what is Sales Leadership?

So, as I said, I'm pretty good at understanding what sales leadership is not, but I'm still pretty sure that if I had to teach even a general 101 course on leadership, let alone sales leadership, I would not have much to say after the first or second class.

As a result, I've been packing up the summer beach bag, that hangs quietly in the garage all winter amid various beach towels and chairs, with a variety of books and downloaded articles that I've come across this year as I try to figure out just what being a sales leader is all about.   

A good place for me to start was this article from McKinsey on...
"The BullS--- of Leadership."  I also thought that it's something that you might also find worthwhile.  Since so much of defining "leadership" is to provide examples, most of the books that are referenced in the article are about individuals.  My intent is to read through a number of them during the summer...in between my normal prep reading on the beach for next semester's marketing course at Tufts and MIT's business planning classes.

 

Master of the Senate, (about Lyndon Johnson) by Robert Caro

The Power Broker,, (about Robert Moses), by Robert Caro 

Steve Jobs, by Walter Isaacson

Team of Rivals (about Lincoln) by Doris Kearns Goodwin

Influence of Science & Practice by Robert Cialdini

 

 

 

Need Your Guidance & ideas...

Given all of this reading about sales leadership and sales management, I and the rest of the partners at the firm could use your help, guidance and opinions.


For approximately 15 years, we've run twice-a-year Sales Management Boot Camps.  Limited to 20, maybe 25, individuals who are managing other salespeople, these 2.5 day programs held in the unique setting of the MIT Endicott House, 20 miles outside of Boston, focus on a wide variety of sales leadership topics crossing an equally wide variety of industries and markets.  We've found that the industry variety is actually key to the success of these programs since managers can openly discuss their issues in a confidential environment where there are no competitors, but there's deep experience in size, in type and in the industries of the attendees.

Taught by my guys and a number of well recognized sales management experts in the Boston community, we're gearing up for another program in November.   The question that I would greatly appreciate your guidance on and direction for is simply...

"If you were to come to a sales management leadership program, what would you want to learn?"

Your help would be very much appreciated. Thanks!

 

IT'S TIME TO TUNE UP YOUR OWN BUSINESS & MARKETING PLANS

Also, since you're now deep into Q2, you just may want to put aside a day during the next two weeks to refine and update your 2016 Business Plan, or at least your 2016 Sales and Marketing Plans.  To get you started, click here and receive a downloaded copy of our Writing the Winning Business Plan, 2016 edition.

Another opportunity for preparing now for Q4 is to do the same type of "relook" at the basics of your 2016 Marketing Plan after reviewing our ebook on "How to Write a Marketing Plan". This consists of mostly solid basics and tactical structure stuff...which just might be the perfect thing to do right now before you dive too deeply into Q3. 

...and, of course, if you just want to talk through some of where you are right now and use us as a confidential sounding board...or do a short Whiteboarding Session with any of us, just email me, and we will work out a convenient schedule.

Good Selling!  

   

 Head Coach  

 Derby Management...for 25 years
 -Sales & Marketing Productivity Experts
 -Business & Strategy Planning Specialists
 -Senior Management Coaches for CEOs & VPs

 Box 171322, Boston, MA 02117
 Jack's Cell: 617-504-4222 

     

 

 

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Tags: sales, sales tools, sales management training, sales management boot camp, sales leadership

The New Rules for Q2 Sales Success

Posted by Jack Derby, Head Coach on Thu, Apr 14, 2016

The numbers are in....

I've been roaming the sales cubicles of lots of companies most of last week and this.  Probably 20 plus companies in 10 work days. Opening doors into the heads of heavy-hitter sales leaders along with young, hard working BDRs. Asking the tough questions of hard-charging, get-out-of-my-way 35 year olds and also to a few 55 year old trail-beaten veterans who still hang on to "the old days" of relationship selling.  

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Tags: sales, sales coach, sales tools, sales plans, sales process

Live to Learn, Learn to Teach

Posted by Jack Derby, Head Coach on Thu, Mar 24, 2016
Learn a little about Sales, learn a lot about Sales...everyday

   

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Tags: sales, business planning, how to write a business plan, Tufts Marketing, marketing interns, marketing plans, how to write a marketing plan

Are You an Effective Leader?  How Do You Measure Up to These 3 Ideas?

Posted by Jack Derby, Head Coach on Fri, Feb 19, 2016

 So, what does it mean to be a leader?  

Countless books and blogs consume oceans of silicon in attempting to define sales leadership, giving point-by-point tactics and hundreds of how-to's, and yet the issue of leadership often comes down to, "I know it when I see it".  

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Tags: sales productivity, sales, sales management, sales management coach, Sales Leadership in the Revolution

We all need time to... just think.  How to schedule your 30 minutes.

Posted by Jack Derby, Head Coach on Tue, Feb 09, 2016

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.

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Tags: sales, sales tools, sales training, sales plans

Groundhog Day Results are in-Does your Q1 Sales forecast match up?

Posted by Jack Derby, Head Coach on Wed, Feb 03, 2016

Punxsutawney Phil, the Seer of Seers, and Prognosticator of all Prognosticators, did his thing yesterday on the barren Gobbler's Knob in Punxsutawney, PA, and according to legend, it's going to be an early spring.  

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Tags: sales

2016 Success- Sales Success or Powerball?

Posted by Jack Derby, Head Coach on Sat, Jan 23, 2016

So, did you play The Recent PowerBall?  

     Come on now, of course you did...and so did I, and why not?

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Tags: sales productivity, sales, sales coach, sales effectiveness, sales enablement, improved sales management