by Jeff Tanner – July 2013 Are salespeople motivated just by the $ sign? Perhaps the greatest myth in sales is that salespeople are only in it for the money, especially when it comes to sponsorships and premium sales in sports. Our research regarding salesperson motivation showed money as the primary motivator for no more…Continue Reading Show me the money? The truth behind effective sales commission plans
Bill Boyce has been a great friend and leader in the Baylor S3 community since the launch of the the Dallas Mavericks D-league team in Frisco. The Baylor S3 program selected Bill as one of our Chevrolet S3 Outstanding Board Members in 2012. We’re excited for him and certainly agree the League made an excellent selection! …Continue Reading Bill Boyce NBA D-League Executive of the Year
by Lolly Daskal – May 2013 Imagine Imagine telling someone: “I’m going to be taking you on a long, dangerous, and difficult trip. There will be times you are likely to be very uncomfortable, and there may be terrible storms. I’m not going to tell you where we are going, why we are going, when…Continue Reading Just trust me
by Kirk Wakefield – March 2013 First Ever Managers and executives from professional sports met for the inaugural Daniel Sport & Entertainment Leadership Summit the third weekend in February in San Diego. We plan to host this event each year to encourage each other to be leaders in our homes, at work, and in our spheres of…Continue Reading The Daniel Sport & Entertainment Leadership Summit
by Dan Rockwell – March 2013 Image source by Petr Kratochvil Regurgitating and recycling what you already know bores others, antiquates leadership, and destroys organizations. Get out of yourself before you shrivel and die. Growth, innovation, and future-building centers on what you don’t know and haven’t done. Three surprising qualities of growing leaders:…Continue Reading Three Qualities Traditional Leaders Reject
by Dan Rockwell – February 2013 Waking up I woke up this morning disturbed at the subtlety of self-delusion. The trouble with delusion is illusion. What do you call someone who believes they’re: Supportive but demanding, instead. Humble but in reality, arrogant. Listening when they’re talking. Able to do everything “right” while others fall short….Continue Reading Leading: Popping the Self-Delusion Bubble
by Wade Graf – February 2013 Hundreds, even thousands, apply for any ticket sales position opening, flooding LinkedIn, PBEO and Teamwork Online with resumes and contacts trying anything to break in. Some fly to the Baseball Winter Meetings or various sports sales combines in hopes of speaking to any hiring manager willing to listen. If fortunate enough…Continue Reading Is integrity in sports sales a problem?
by Dan Rockwell – January 2013 Old style leaders are about giving permission to supplicants. Their followers seek permission. It’s an “I/you” rather than “we” dynamic. Leaders have power and followers must ask.[dropshadowbox align=”right” effect=”lifted-both” width=”300px” height=”” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ]”Asking softens a tough request so the other person hears it. Asking signals you want help….Continue Reading The five powers of permission
by Dan Rockwell – January 2013 As manager, your job is bringing out the best in others by the way you interact with them. Well timed, well executed conversations change people’s lives. Poorly timed, unprepared conversations damage the individual salesperson and the team who interacts with him or her. First: Determine and affirm aspirations and goals….Continue Reading How to change behaviors of salespeople
by Dan Rockwell – January 2013 How can I help? New leaders find giving help easier than receiving help but receiving is necessary. Supporting others earns promotions. Receiving help expands impact and maximizes the talents of others. Doug Conant, author and former CEO of Campbell’s Soup, has a leadership model that centers around the question,…Continue Reading Learning how to lead: Helping