Are SMART Goals Dumb For Sports Sales Teams?

As Kit De Luca says in Pretty Woman, "Do ya have a goal? You gotta have a goal." Having goals is key to getting the success we aim for; however, the way we create those goals is also key.  I've had a number of requests from sales reps for help the past month in trying … Continue reading Are SMART Goals Dumb For Sports Sales Teams?

Jan. 23 Kathy’s Sports Sales Mailbag… “Hey Kathy!”

Seems like yesterday was Thanksgiving and tomorrow will bring Valentine's Day...time is speeding by!  If you are a team with a March or April opening, this is 'crunch' time!  With crunch time comes questions... This first question came about 11 times this week with many variations... "Hey Kathy, I have great meetings, great conversations, but … Continue reading Jan. 23 Kathy’s Sports Sales Mailbag… “Hey Kathy!”

Creative or Complacent…Is YOUR Team Moving Forward Or Standing Still?

We all know the quote, "The definition of insanity is doing the same thing over and over and expecting different results."  Sometimes I think this was written for those of us in sports. How many of us want different results? How many of us, as leaders, know that our team isn't doing as well as … Continue reading Creative or Complacent…Is YOUR Team Moving Forward Or Standing Still?

Save the”PITCH” For Baseball…Not For Selling

Anyone that knows me knows that there are some words I definitely remove from my vocabulary.  One is:  pitch. How many times have I had a rep call me or talk to me when I am with the team and say something like "Can you help me decide what to pitch them?"  My response is … Continue reading Save the”PITCH” For Baseball…Not For Selling

Kathy’s Sports Sales Mailbag…”Hey Kathy!” Jan. 16

Seems like we just finished Christmas specials with our teams and it's soon to be Valentine's Day specials!  Where is the time going?  For those who start their season in March...hang on...it's crunch time!  For those winding down their season...prepare...it's training time!  It's ALWAYS busy in sports world! "Hey Kathy, I know your training includes … Continue reading Kathy’s Sports Sales Mailbag…”Hey Kathy!” Jan. 16

The Single Game Buyer: 3 Areas Our Approach Needs Changing

I had another article in mind this week (never fear...you will be seeing it later in the week I'm sure!), but an email then call from a single game buyer and a note on twitter led me to writing this blog for today. The single game buyer.  They are our hottest leads, right?  We gather … Continue reading The Single Game Buyer: 3 Areas Our Approach Needs Changing

Jan. 9: Kathy’s Sports Sales Mailbag… “Hey Kathy!”

Here we are, at the start of a New Year, with some resolutions already broken and others working hard to keep them.  Let's hope we all fall into the working hard category!!!!  Interesting questions this week....read on! "Hey Kathy, With twitter being all lit up this week with the letter sent to a season ticket … Continue reading Jan. 9: Kathy’s Sports Sales Mailbag… “Hey Kathy!”