We call a prospect with the intention of selling a group, a season membership, a suite, hospitality. Rather than finding out their needs, we focus on what we want to sell them. Then we wonder why they say no. Think about buying a car. We don't simply buy a car, we are given options. Color … Continue reading “Packaging” the Sports Sale
As spring training starts and every baseball fan's hope springs eternal, our thoughts turn to sales and how we can fill the ballparks! Read on.... Hey Kathy, Our sales department has recently experienced a 50% turnover in 5 months. How does an AE deal with turnover appropriately and not get discouraged? -C (Midamerica) Hi C, … Continue reading Feb. 19: Kathy’s Sports Sales Mailbag … “Hey Kathy!”
We are in the process of redoing our air conditioning unit (feel free to send donations!) as it is past it's prime and in Arizona you don't need it to conk out in July! We are in the process of interviewing different heating and air conditioning companies. So far for me, one is standing out...Day … Continue reading How To Help Your Sports Sales Staff Stop Selling and Start Providing Excellence
The season is winding down for playoff spots and gearing up for opening day...it's the most wonderful time of the year!!!! "Hey Kathy, How do you coach someone who doesn't seem to be engaged like the rest of the team? Someone who doesn't seem motivated no matter what we offer and yet makes enough calls, … Continue reading Feb. 12: Kathy’s Sports Sales Mailbag… “Hey Kathy!”
We have goals to hit, be it season, group, retention, premium or corporate. We come in every day, hitting the phones, hoping to chip away at that goal. We go after past buyers, renewals, and some new and feel we are giving it our all. Sometimes we hit our goal and sometimes we don't. The … Continue reading How Can You Plan Your Month to Achieve Your Sports Sales Goals?
The Superbowl is over, it's getting closer to hockey and basketball playoffs, and March Madness will soon be on us. Meanwhile, baseball, WNBA and soccer are gearing up. There's ALWAYS sports questions! "Hey Kathy, How can we best focus on hitting our group number? We seem to be all over the map with categories, businesses, … Continue reading Feb. 5: Kathy’s Sports Sales Mailbag… “Hey Kathy!”
When talking with over 100 reps who had left sports over an eleventh month period, one thing stood out: communication was the #1 reason for leaving. Communication (or lack of) from their superiors, poor communication between departments, inadequate coaching and mentoring, and the biggest: inadequate onboarding. Many reps, I found, were hired, met with HR … Continue reading Sports Teams: Can You Afford to NOT Properly Onboard Your New Reps?