Luxury Suites and Team Selling in Professional Sport

Purpose – The purpose of this paper is to provide a framework for team selling to sports firms that can be used to more effectively select members for sales and CRM teams and improve the performance of teams in attracting and retaining premium seating customers.Design/methodology/approach – The paper provides a two‐stage framework based on the personal selling process and the activities that support CRM programs. Recommendations are guided by the sport marketing and team selling literature streams and by best practices in sport marketing.Findings – The paper recommends the formation of two teams (personal selling and CRM) during the customer relationship cycle and provides guidelines for team member selection based on the critical activities that occur during the personal selling and CRM processes. Key success factors are provided, including the establishment of a customer‐focused organization and effective communication practices among team members and between selling teams.Originality/value – Although t...