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THE SOLUTION
VOLUME 1, ISSUE 6 IMG LEARFIELD TICKET SOLUTIONS EMPLOYEE NEWSLETTER FRIDAY, FEBRUARY 21, 2014
GM DEVELOPMENT MEETINGS
by Brad Sexton
National Director of Sales
IMG Learfield Ticket Solutions
held its 3rd annual GM Develop-
ment Meetings in Winston Salem,
NC in January. The meeting pro-
vided a great look at how much
the company has grown over the
past three years. The growth has
been amazing and the accom-
plishments are many, including:
$116M tickets sold over the
past two years - $79 million
were new sales
$11M raised in donations for
our partners
Grew our business from one
school, Temple University, to
27 across the nation
Named the Best Organization
to work for by Teamwork
Online
Internally promoted 13 Ac-
count Executives to a General
Manager position
These accomplishments, com-
bined with a year in which we saw
our business grow by 34%, added
on 9 new properties and signed 5
partners to new extensions
should give you great pride in IMG
Learfield Ticket Solutions. We’ve
had an outstanding start to this
business, but there is still so
much more to accomplish and
many more opportunities to capi-
talize on.
The theme for the 2014 GM Devel-
opment Meetings and all of this
year is “Empowered to Improve.”
Every day we have the opportunity
to improve our skill set. We are all
“Empowered to Improve,” and I
encourage all of us to make a con-
science choice to get better at our
craft.
Building off of this theme, we cov-
ered a few key areas that provide
the greatest opportunity for growth
in 2014.
CONTINUED ON PAGE 3
IMG LEARFIELD TICKET SOLUTIONS IN ACTION!
VOLUME 1, ISSUE 6 THE SOLUTION PAGE 2
JANUARY NUMBERS ARE IN!
$880,799.69
NEW TICKET REVENUE
$3,026,724.10
TOTAL REVENUE (NEW SALES + RENEWALS)
OUTBOUND CALLS
72,815
Tennessee sales reps engaging fans!
Birthday group with Cocky before Gamecock Baseball!
Former President Clinton attends Arkansas game!
Penn State Head MBB Coach with new Season Ticket Holders!
Florida Gator sales rep selling football season tickets!
Sold out UNI game against Wichita State! Oklahoma sales rep discussing OU tickets! Participants of tunnel team at USF game!
Over the course of the coming
weeks you’ll be hearing more from
your General Manager about the
areas of opportunity below:
How we can use social media
to develop more qualified leads
Improving our group sales ef-
forts by creating more impactful
theme days
Maximizing our time and re-
sults at sales events
Creating consistency in our
MVP sales training across all prop-
erties
Continuing to enhance our cor-
porate sales strategy.
In each of the above cases we made
positive strides in 2013, but the
field of opportunity to improve and
grow our business is wide open.
2014 will be an outstanding year
and I’m confident we’ll see un-
precedented growth through the
improvements each of us makes
every day. We are all “Empowered
to Improve,” and that improvement
starts every day by making a choice
to get better. Best of luck in 2014
and I look forward to visiting you
and your property this year.
VOLUME 1, ISSUE 6 IMG LEARFIELD TICKET SOLUTIONS EMPLOYEE NEWSLETTER PAGE 3
GM DEVELOPMENT MEETINGS
(continued from page 1)
Hunter Rees
2/3/14
Account Executive
Georgia State
Jordan Vicain
2/17/14
Account Executive
Auburn
HOW MUCH REVENUE ARE YOU MISSING OUT ON?
“...Sales managers...will be the first to tell you, in most
cases, sales people tend to go after the low hanging fruit to
hit their quotas. The difficult leads (aka ones that don’t
pickup/respond after the first and second attempt) will
likely be pushed to the back of the queue as the new fresh
leads appear to be more promising. Eventually these diffi-
cult leads end up in a black hole of data in your CRM. “
Click to continue reading
“How Much Revenue Are You Missing Out On”
Robert Williams
1/27/14
Property Assistant
Penn State
Nathaniel Cross
2/3/14
Account Executive
Florida
Jay Miller
2/3/14
Account Executive
Akron
Sammy Swiger
2/10/14
Property Assistant
Tennessee
Brittany Salvato
1/29/14
Property Assistant
Penn State
Michael Knoebel
2/17/14
Account Executive
Auburn
IMG Learfield Ticket Solutions continues to grow and we welcome our new hires to the team!
IMG Learfield Ticket Solutions salutes all of our team members with February birthdays!
Pete Manetas
2/12
Account Executive
Pitt
Lowell Berg
2/9
Sr. Account Executive
Penn State
Andy Hegeman
2/9
Account Executive
Oklahoma
Chaz Cheeseboro
2/17/14
Property Assistant
South Carolina
VOLUME 1, ISSUE 6 THE SOLUTION PAGE 4
Our goal is to become superior Property Assistants, Account Executives and General Managers. Partners
depend on us to provide fans with superb customer service and valuable ticket packages as representatives
of their institution. Everyday we must strive to be better professionals than we were the day before. IMG
Learfield Ticket Solutions will provide tools to assist you in your journey, but improvement starts with
“self.” Hold yourself accountable for your success. Click below to answer one question about empowering
to improve.
I WILL EMPOWER TO IMPROVE!
VOLUME 1, ISSUE 6 IMG LEARFIELD TICKET SOLUTIONS EMPLOYEE NEWSLETTER PAGE 5
NATIONAL ACCOUNT EXECUTIVE RANKINGS
January 1st—February 14th
Brendan Fowler started his career
in July 2012 as an Account Execu-
tive with IMG Learfield Ticket Solu-
tions at The University of Akron.
In January 2014, he was promoted
to Sr. Account Executive. Brendan
achieved notable sales milestones
including the following:
180% of 2013 Football Group
Goal
140% of 2013 Men’s Basketball
Group Goal
262% of 2013 Men’s Basketball
Season Ticket Goal
Brendan achieved another mile-
stone by growing a youth basket-
ball league outing from 80 partici-
pants in 2012 to 423 in 2013. Bren-
dan was able to do so
by following the MVP Sales Train-
ing.
Cory Rowe, Assistant Regional
Manager (Northeast), says
“Brendan has been a top level pro-
ducer at Akron throughout 2013.
By utilizing the MVP Sales Training,
he has grown not only as a sales
professional, but also as a revenue
generator. His sales numbers have
achieved great success in 2013.
Brendan’s work ethic and determi-
nation to constantly get better are
great attributes that he incorpo-
rates into his work on a daily ba-
sis!”
Brendan graduated from the Uni-
versity of Dayton where he was an
active member of Alpha Kappa
Psi—Delta Nu. His hobbies include
golfing and playing basketball.
Brendan is known for saying “How
does that sound!”
Congratulations Brendan and keep
up the great work!
EMPLOYEE SPOTLIGHT!
Brendan Fowler
Penn State has sold more than 1,000 NEW season tickets for their 2014 football season!
Account Executive, Michelle Wagner, led the charge with her Elementary School Day being
Florida’s best group sales theme day to date with 980 participants.
Jordan Albright
Penn State
1st
James Grecco
Penn State
2nd
Matthew Reynolds
Penn State
3rd
HAVE YOU HEARD?