The Rhythm of Successful Selling

Last Sunday I began my own rhythm of "The Summa' of '23" with my first official beach day.  Whenever I'm working out of the home office at the NH beach, days like today begin with a beach run of a couple of miles, but pure beach time is simply doing little to nothing except reading and walking the beach. 

There's a planned rhythm to my own process of pulling out the special beach blanket, unpacking the new spray cans of Trader Joe's Sunscreen, and packing the canvas beach bag with my i-Pad, articles I've printed out during the week. and survival snacks and a beverage. And all of that prep came together to a point of perfection on the perfect beach weather day last Sunday! 

All it took was a bit of planning, prep, a bit of process, and having the rhythm of having various right tools in the right place at the right time.  


Today with only 12 selling days left in the Q, the most successful salespeople have perfected their own selling rhythm to these 12 weeks of the quarter, the 20 days of June and the planned flow of the next 12 days.  

  • There's a prep time over the weekend to fine tune the details for the upcoming week
  • There's email and calling patterns to "the money hours" of every day
  • There's scheduled online and F2F meetings with detailed prep already planned

Every successful salesperson is hyper attentive to their own time availability and matching that to the limited time of their customers.  One key Covid takeaway is that we know at every level that we all have very limited available time.  We also learned very successfully that well planned 30-minute zooms both in terms of personal efficiency and customer effectivity easily replaced the waste of two-hour drive times.  None of us, especially in today's financially cautious world, have any "extra" time, and by simply taking 15 minutes on a daily rolling basis looking out a week ahead of time to plan out the upcoming week and the balance of the month pays huge dividends...especially now halfway through the last month of the Q.  


Sales Process

If creating that daily/weekly/monthly rhythm creates a level of sales success by leveling out our 10-12-hour days, there is nothing more impactful in sales success than adopting the rhythm of one defined sales process which becomes "The Way" we sell. 

"The Way" then becomes the religion of how we sell. Every successful salesperson has their own sales process.  It's one of the reasons that they're successful, and they have honed that process over their years of selling. 

What's much more impactful for the entire company is taking those individual best practices of sales success and adopting a formal rhythm into a unified sales process for the entire sales team from BDRs to AEs to management as "The Way":

  • Same process with the same 6-7 steps from Qualify to Close
  • Same email, content, and presentation tools for specific steps
  • Same required fluency in CRM use, analytics and immediate access to tools
  • Same required skills training consistent among everyone on the team
  • Same pride and culture of being on a winning team that has a rhythm and a plan 

Sounds too formal and too much work?   Check out our sales process tools since the math says otherwise with results of 20%-25% sales productivity improvements in just 9-12 months. 


Just some thoughts for tuning up your own rhythm ! 


Check out our updated sales productivity site page.  Just page down to get our new edition of Writing the Winning Sales Plan for 2023.  Or you can just email me, and I will send you a free copy.  Connect with me at any time for some quick ideas and feedback. There's never a cost for a call or two, plus I love listening and talking about Sales & Marketing.  
Derby Entrepreneurship Center@Tufts.


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Tags: Sales Optimization, Sales Best Practices, Sales Management Best Practices, closing sales, Selling Successfully in a Covid World, hiring sales people, Derby Entrepreneurship Center at Tufts, 2023 Business Planning, 2023 Sales Planning, 2023 Marketing Plans

just how do you want your spaghetti cooked?

Rising through the ranks from Manufacturing to Engineering to Operations and then through a battlefield promotion to division president, I never stopped along that path to learn anything about Sales or Marketing. I've always been a process, tech, time-management and metrics guy, and back-in-the-day, the world of Sales seemed to revolve around travel, food, and golf, none of which I do very well.  Marketing to me back then was even more confusing since it was simply expensive black magic.   

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Tags: marketing productivity, marketing management, how to write a sales plan, marketing planning, Selling Successfully in a Covid World, planningsalestodayinacovidworld

Who are your most valuable salespeople?

Darn cold at 29 last Saturday out by the Vermont barn. Jumped on the ATV to work through the woods and get up to the pond where I noticed that the swamp maples were already turning even though the big foliage week is still a couple of weeks from now.  Always good for the Vermont economy when leaf-peeping ties into a long weekend.

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Tags: sales and marketing best practices, sales coach, sales effectiveness, marketing effectiveness, sales management boot camp, how to write a sales plan, sales management productivity, writing sales plans, Selling Successfully in a Covid World

The Plan is the Plan except when it isn't

After college at BC, I went into the Peace Corps returning to the world from Tanzania three years later to face the reality of finding a job.  A couple of twists and turns, and I found myself working as a purchasing expeditor for Honeywell as the company attempted to shift from manufacturing and selling heating systems into what was then called the first "mini-computers".  It was a brave attempt that failed when a little local company called Digital Equipmentdid it better.  Most of the time I've come to learn that the phrase "first mover advantage" is a startup myth more often eclipsed by the truer phrase that "most pioneers get shot in the back."

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Tags: the economy, Sales Optimization, improved sales management, sales boot camp, small business management, strategic planning, best sales practices;, sales management productivity, writing sales plans, Selling Successfully in a Covid World

Creating your own single source of truth

Posted by Jack Derby, Head Coach on Tue, Jun 30, 2020

Rarely, as in never, do I get into a discussion in this blog about politics, and to a large degree this post is not about politics, it's just about the science, the data and the sources of the truth behind the pandemic and its impact.

What each of us should be doing at this time is to identify our own "single sources of truth" regarding the disease, the impact that it's making on our physical and mental health, and the devastating effect on our businesses and our jobs.

The only way we can fight back is with discipline in what we do, how we act, and how we sell and market our products

Six months into this, we clearly know the facts...

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Tags: Sales Management Best Practices, sales enablement, sales management boot camp, sales boot camps, how to write a sales plan, 2020 sales plans, Selling Successfully in a Covid World