Tag: sales management

Outbound ticket sales: How to create a sales playbook to maximize sales

by Mark Washo – April 2014 As NCAA programs continue to adopt more revenue-generating practices, activating an outbound ticket sales program appears simple.  Hire entry level sports management grads, provide a desk, phone, and email address, pull past buyer lists and watch the ticket sales role in. While most understand ticket sales is more complex,…Continue Reading Outbound ticket sales: How to create a sales playbook to maximize sales

The 7 S’s of Effective Morning Sales Huddles

by Jon Bishop – March 2014 Successful sales managers know how to set the stage each day to prepare their sales team to meet their goals. That begins with the morning sales huddle.  Follow these seven essential steps and you’ll  get sales reps prepared for the day with the right mindset. Strategize Effective sales rep…Continue Reading The 7 S’s of Effective Morning Sales Huddles

Sales Managers: 6 Keys to Becoming a Great(er) Leader

by Dionna Widder – March 2014 To be great(er) leaders, we must first master the craft of management, work on building upon our skills and talent, and develop trusting relationships with our employees and your managers. The Great Blondin became famous for being the first person to walk across Niagara Falls on a tightrope. Not just once, but eight…Continue Reading Sales Managers: 6 Keys to Becoming a Great(er) Leader

Does using social media in selling increase performance?

by Wayne Guymon – October 2013 Social Media is all fun and no work, right?  Those “millennials” are always on their phones, checking Facebook and “LOL’ing” with their friends.  It always seems to be “tweet this” and “hashtag that.”  I can hardly understand what they are saying sometimes! The truth of the matter is that…Continue Reading Does using social media in selling increase performance?

The essential elements of successful sales leadership: Staying ahead of the curve

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

Sales training for CRM: The 3 sales rep types & how to reach them

by Chris Zeppenfeld – June 2013 How can CRM fail? Numerous studies estimate that somewhere around 50% of all CRM implementations ultimately fail.   That’s scary.  Why do CRM implementations fail? User adoption is usually at the top of the list of most of the articles on the subject.  The recurring theme is reps and managers need…Continue Reading Sales training for CRM: The 3 sales rep types & how to reach them

Empower your players

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

8 Ways to Eliminate Negativity Once and For All

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

How has social media changed consultative selling?

by Ben Milsom – March 2013 “Business is social.  So my number one tip for impressing our recruiters is connect and interact with us on Facebook, LinkedIn, and Twitter” says Monika Fahlbusch, SVP of Global Employee Success at Salesforce.com. We have far more advanced tools than ever to find information about anyone.  For the right price…Continue Reading How has social media changed consultative selling?

Part 2: Managing the next generation of sellers

by Murray Cohn – February 2013 Last month we began our discussion on how to manage the new generation (Gen-Y) of sellers. We now turn to some specific ideas I’ve gathered from managers on how they help motivate their young salespeople. Maybe offering the double-donut burger (above) as an incentive might work. Well, thankfully we…Continue Reading Part 2: Managing the next generation of sellers