by Kirk Wakefield – November 2013 How do you know the difference between a sales rep who’s going to make it and those who won’t? Research tell us that one way is to look at whether they’re learners or lookers. What do learners look like? Learners are the sales reps who focus on mastering new situations,…Continue Reading Learners or lookers: How to tell if sales reps will earn or burn!
by Matt Bowman – October 2013 Anyone in the sports business very long knows one may have to relocate to advance one’s career. While certainly not a requirement, top executives have made a few stops in different cities in different sports and with different organizations throughout their career. It can be an exciting but daunting…Continue Reading What to do when you’re the new boss
by Kirk Wakefield – October 2013 I’m guilty. What about you? When I read that headline posted by my friend J.W. Cannon, I realized one thing: When people contact me they don’t care how busy I am. They want to know I care. About them. About whatever it is that motivated them to contact me. What…Continue Reading “Please stop complaining about how busy you are”
by Dan Rockwell – September 2013 1. Choose to be known for what’s in your heart. Intelligence and skill matter most when they express your heart. Leaders who bypass their hearts end up cold. 2. Choose small now. Don’t wait for dramatic. Don’t despise small steps that produce small results. Do something small rather than…Continue Reading The Seven Choices of Exceptional Leaders
by Jason Fortune – September 2013 Simple question, one would think. When we ask ourselves if we are coachable, most of us would say, “Absolutely I am.” But let’s dig a little deeper. Would your manager say you are coachable? If so, you will do four things. 1. Be Open Minded. Simple questions you should ask…Continue Reading Are you coachable?
by Kirk Wakefield – September 2013 Our Back-to-School September issue of the S3 Report includes two articles focused on selling NCAA sports: Bryce Killingsworth (Oklahoma State University) explains how and why their innovative STH retention program has been successful. Read more… Brian Erenrich and David Quill (both with Aspire at Georgia Tech) report on how…Continue Reading S3 Back to School
by Carson Heady – July 2013 Two governing principles Two governing principles drive sales management success: people and process. The right personnel following the right procedures equal success. The numbers will be there. In Vegas the house always wins because it knows and plays the odds. In the same way, we fail when we don’t…Continue Reading The essential elements of successful sales leadership: Staying ahead of the curve
by Shawn Achor – June 2013 What is the connection between happiness and sales? Most salespeople tell me it’s an easy question: “When I’m selling then I’m happy.” How could so many salespeople possibly be wrong? Undeniably, we feel happier after a sale, but that common answer is actually holding down our happiness and lowering…Continue Reading Which comes first: Happiness or success?
by Jeannette Salas – April 2013 Social Media, Networking, Common 1st Year Mistakes, and Tips for Success Social media shows up in the most unusual places Employers frequently search candidates on Facebook, Twitter, Google+, Linked In, and blogs to see what they find. Maybe they find a cute picture of your dog (Griffie, above). Or…Continue Reading Can social media make or break interview chances?
by Rob Zuer – April 2013 What is success? “True success comes to an individual by self satisfaction in knowing that you gave everything to become the very best you are capable of.” John Wooden Wooden’s definition of success is the simple answer to the question every single person asks in a first job in…Continue Reading How to get promoted in sports sales careers