Working With Sponsorship Salespeople Washington DC

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1. Understand the Sales Cycle
Before you can successfully work with sales reps, whether they're part of your own organization or employed by an agency hired to close sponsorship deals for you, it helps to understand the sales cycle and each step involved in closing a sale. Knowing this is key to providing the right training, compensating the right behaviors, keeping reps focused on the right priorities, and designing the right communication systems to move the sale from one step to the next, says Steve McClatchy, president of Alleer Training and Consulting in Malvern, Pennsylvania. McClatchy, who has worked with companies like Ikea and Microsoft, breaks the sales cycle down into six steps: marketing, where the market becomes aware of your product or services; appointment booking, where reps will go out into the marketplace to find appointments with people who have an interest; questioning, where theyll determine what the potential clients needs are; presentation, where theyll present the solutions to those needs; overcoming objections; and delivering solutions.2. Define Your Involvement
Once the sales process is clearly delineated, determine where the rep's participation will begin and end. Do you want them to book appointments that you'll then go on yourself? Or do you want to go withthem? Do you want to go on the presentation? Knowing what your strategyand approach is, and the relationship you want to have with your rep,is going to be critical to your success, McClworks with the sponsor for the duration until the event.

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