George Mason University: Sales Development for Inside/Outside Sales Team

The George Mason University athletics development office is charged with prospecting to sponsors, community groups, and corporate partners to support the GMU basketball team. The sales team members often come from the world of athletics and needed strong foundational skills and role playing in sales techniques. We worked with the sales team over several weeks and took them through a nuts-and-bolts sales development program, which included networking techniques, how to build relationships, the complete sales funnel, negotiating contracts, and maintaining ongoing relationships post-sale. Following that formal program, we provided individual coaching for each sales team member for approximately six months. GMU’s “star” sales person posted 150% of his goal in the season following the sales development process.