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
by Kirk Wakefield – July 2013 Preparation is the key to selling efficiency Preparation is on anyone’s top 10 list of what makes successful salespeople. Successful preparation is based on asking the customer the right questions. Knowing the right questions is one thing. But knowing the right answers can lead to more sales and more…Continue Reading 3 basic questions you should ask premium seat buyers
by Eric Kussin – June 2013 Corey Gaines, head coach of the WNBA’s Phoenix Mercury, runs a fantastic clinic each season for local coaches. A great college and pro player himself, Corey always talks about leaders he played for and the effect they had on him. One of Corey’s favorites is Pat Riley. With Riley, the devil…Continue Reading Empower your players
by Dan Rockwell – April 2013 Bad weighs more than good One bad experience outweighs one good. A gallon of bad weighs more than a gallon of good. Setbacks nag; success whispers. You overemphasize what went wrong and minimize what went right. Down is easier than up. Small setbacks increase frustration more than small successes enhance…Continue Reading 8 Ways to Eliminate Negativity Once and For All
by Rocky Harris – April 2013 Does Gen Y get a bad rap? The generation currently entering the workforce gets a bad rap. They are seen as entitled, spoiled and difficult to manage. They don’t follow rules. They expect to be rewarded without working for it. While some of this may be true (see chart below), the truth…Continue Reading Becoming a great boss: The secret of managing millennials