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
Sales Management: Why Process Trumps Talent
by Flavil Hampsten – June 2014 Which matters more: Process or Talent? That’s an easy one. Process always trumps talent. Before you get upset and start defending how talented your staff is and that you couldn’t generate the numbers that you do without them, imagine how much more productive they would be if you gave…Continue Reading Sales Management: Why Process Trumps Talent
How to create a successful university season ticket holder retention program
by Bryce Killingsworth – September 2013 Connecting Fans What is customer service? Customer service is taking an ordinary situation and making it extraordinary. At Oklahoma State University, we implemented a newly developed retention program to build long-term relationships while providing supreme customer service. The retention program includes four representatives focused on (1) connecting with the…Continue Reading How to create a successful university season ticket holder retention program
How to build trust in relationship selling
by Dan Rockwell – July 2013 All successful relationships require trust Good salespeople build relationships because organizational success depends on it. If trust is something “they” do, you are the problem. Research shows three important consequences related to trust and performance. Overall business performance for organizations is higher when salespeople trust their managers.1 Individual sales performance is…Continue Reading How to build trust in relationship selling