Using SalesLoft, Georgia Tech Athletics tapped into fans’ enthusiasm and willingness to contribute to the university’s commitment to excellence.

Georgia Tech Athletics grows revenue, increases employee engagement through the ability to organize and target communications to fans using the SalesLoft platform.

Georgia Tech Athletics encompasses the intercollegiate athletic teams that represent The Georgia Institute of Technology (“Tech”). With 400-plus student-athletes across 17 varsity sports, Georgia Tech competes at the highest level of intercollegiate athletics as a member of NCAA Division I and the Atlantic Coast Conference (ACC). Their mission is to “develop young people who will change the world.” The Yellow Jackets’ commitment to excellence is evident in everything they do, from world-class education to top-notch athletics to the faculty and staff that support the mission.

Georgia Tech Athletics’ sales team is part of this group. They are responsible for season ticket, package, and group ticket sales. Additionally, they are involved in single-game ticket sales. This group of employees plays a big role in building and maintaining supporters’ strong connection with Tech. As Sales Manager, Charles O’Donnell leads the team.

The commitment to excellence permeates everything Georgia Tech Athletics does. The sales team is constantly looking for ways to streamline its operations to provide a better experience for Tech’s supporters.

“We interact with people that are engaged with Georgia Tech at the highest level; people that are at our games that are season ticket holders. We have a unique ability to interact with supporters about ticket sales and their fan experience when they’re here at Bobby Dodd or McCamish Pavilion, to talk about why they have such a strong connection with Tech, and to hopefully tap into that and have them give back even more.”

– Charles O’Donnell, Georgia Tech Athletics’ Sales Manager

The Challenge

Georgia Tech Athletics had been using a manual process to execute their sales process. The sales team was challenged by bandwidth and efficiency. There are approximately 8,000 football season ticket account holders alone!

Previously, the team operated as an outbound call center. Sales reps were expected to make as many as one hundred outbound phone calls a day with no real targeting or guidelines. Being able to expand and target communications would enable the team to reach people more frequently and in real-time.

“I want our book of business to be our entire database, whether it’s somebody who’s buying a single ticket online… a season ticket holder, or if it’s someone who gives $20 annually, every one of those people has value. When a fan is looking at a Georgia Tech T-shirt on our website, that person is telling us that they’re engaged, and they deserve our attention.”

– Charles O’Donnell, Georgia Tech Athletics’ Sales Manager