Sutton (l) discussed how to develop successful sales cultures at organizations
One of the more popular sessions at our recent Sports Facilities & Franchises and Ticket Symposium was our annual look at developing a successful sales culture within your organization, led by our contributing columnist BILL SUTTON
. The panel always provides smart insights from experienced people who are on the front lines. Sports Sales Consulting’s CHARLIE CHISLAGHI
outlined the attributes he sees in the best sales execs: “Competitiveness. They are very aggressive. They are well-prepared to deal with the monotony of making a hundred calls a day, because they understand it gets them to the critical mass of the prospects with whom they have to speak to. ... No. 2, they are engaging. They can engage in a conversation in which they share about themselves. Not just talk to you about them, but engage in a conversation that’s two ways. So not only engage in a two-way conversation; they can understand what it means to initiate.” If you are interested in reading the full transcript of this event, visit our newsroom blog, On The Ground
. The full session will be posted in sections throughout this week. It is a helpful, educational “print and share” with your sales team.