Sports Teams: Are We Selling to Retain or Selling to Hit Numbers?

As leaders what is the focus we show to our sales reps? What do we talk about daily? Are we managing numbers or coaching our staff? Is our focus for the short-term or the long-term in our reps sales? As reps, are we so eager to hit goals that we push the sale for our … Continue reading Sports Teams: Are We Selling to Retain or Selling to Hit Numbers?

Feb. 6: Kathy’s Sports Sales Mailbag… “Hey Kathy!”

While Cupid may be shooting arrows all over in the hopes to create some great matches, we in sales can't be shooting arrows hoping to hit our mark!  We need to be fine tuned and focused to get where we are going.  Unfortunately, not everyone is in that mode...read on! "Hey Kathy, I love the … Continue reading Feb. 6: Kathy’s Sports Sales Mailbag… “Hey Kathy!”

The Often Missed Sports Sales Offer: The Packaged Sports Sale

What tools do we give our sales reps in their toolkit to offer to clients?  How much do we let them create opportunities?  Do we all too often have them focus on season/partials/groups with an occasional focus on hospitality?  Do we stress at certain times of year more on the season or group only to … Continue reading The Often Missed Sports Sales Offer: The Packaged Sports Sale

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?