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SUCCESS STORY

CLIENT The Los Angeles Clippers
Los Angeles, CA

PROJECT
FOCUS
  To improve the performance of the sales team that sells season tickets, mini plans and group events for the Los Angeles Clippers

OVERVIEW   The Los Angeles Clippers are an NBA basketball team with an inside sales force of 12 Account Executives. These Account Executives sell season tickets, ticket packages, and group events to companies, churches, schools, and associations for the purposes of client entertainment, employee rewards and new client acquisition. They compete directly with the Los Angeles Lakers, Los Angeles Dodgers, and Los Angeles Kings for the entertainment budgets of their prospective clients. The sales goal every year is to generate a sellout every home game that the Los Angeles Clippers play.

OBJECTIVES   With the primary goal being to increase home game sell outs, The Next Level has for the last eight years customized and delivered a high activity sales training program/process for the Account Executives to sell more tickets to their existing clients as well as sell more tickets to prospects. In addition, a tracking system was implemented that measured the performance of each Account Executive and rated their performance on outbound prospecting calls and inbound calls. The Next Level has worked one-on-one with the Director of Sales to reinforce all of the training that the sales team has received to achieve sustainable results. Every year the program been continuously improved, integrating best practices and techniques that have proved successful.

RESULTS   The results for the 2006-2007 season are:
  • An increase of 25% in new ticket sales revenue
  • An increase of 22% in new season ticket sales
  • #2 overall in the NBA in new season ticket sales growth

AUDIO
INTERVIEW
  Listen to what The Los Angeles Clippers said about the results they achieved with The Next Level Sales Consulting.

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