Why do parents, teachers, politicians, managers and salespeople continue bad practices? Four reasons and the ways we express them are: We do what was done to us and assume it was best practice. “Look at me, I turned out OK didn’t I?” We lack the depth and breadth of relevant education to recognize bad practices….Continue Reading How Sales Management in Pro Sports Can Catch Up to Corporate America
Do you have your P’s in order?
by Kirk Wakefield – January 2018 People. Purpose. Performance. (Pictures.) S3 2018 Board Meeting Paul Epstein challenged the room of executives, managers and students to truly put people first. With over a decade of managerial experience in pro sports, most recently as Director of Sales at the San Francisco 49ers, Paul shared how their sales organization…Continue Reading Do you have your P’s in order?
Using In-Depth Metrics to Improve Sales Rep Performance
by Drew Ribarchak – December 2014 Every sales manager wants the team to sell more full season plans, lower level seats and premium inventory. In-depth metrics allows you to reinforce and hold reps accountable to the goals and objectives your department wishes to achieve instead of saying the basic anecdote of “sell more X.” The…Continue Reading Using In-Depth Metrics to Improve Sales Rep Performance
Show me the money? The truth behind effective sales commission plans
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