Tag Archives: Planning

Being Productive in 2016

 I understand how busy multi-tasking sales managers can be today. I also understand it’s pretty easy to get bogged down pouring over spreadsheets, creating forecasts, reading fiction (a.k.a. call reports) and a long list of other paper-shuffling and data processing tasks.
            But there is one activity you should consider this year that will only take one hour per week that will produce more revenue for your stations.
            Simply identify your top 50 clients and meet with them face-to-face, one per week, without an account executive.
            You might do it over lunch, breakfast, or invite yourself for a tour of the client’s business.  During each meeting, plan to achieve the following three goals;
  1. Thank them for their business. Your top 50 clients want to feel like your top 50 clients, and feel their business is appreciated.
  2. Ask them how THEY are doing. Use these face-to-face meetings to keep your fingers on the pulse of the market. Look for bright spots you can share with your sales team, and problems your stations might help solve.
  3. Ask THEM how you are doing. How can your station, your rep, and you, serve them better in the coming months.
           Do this with one client per week, and I can guarantee you’ll be a better manager, and book more business in 2016.
Sincerely,

Wayne Ens

ENSMedia Inc.

705-484-9993

How to Predict Your Results for 2016

Past performance can’t help you reliably predict future results. Just look at your mutual fund performance to verify that.
Yet many sales managers and general managers dwell upon sales reports… of past results.
It can be much more productive to measure Activity Planners. Activity Planners can help you reliably predict future results.
It’s been said that “if it can’t be measured it can’t be managed” but conversely, productivity demands that we should only measure that which can be managed. We can’t change or manage our sales reports.
But we can certainly manage and plan more activities, like prospecting, CNA’s (customer needs analysis) presentations and super-serving our clients.
Instead of asking your sales people to hand in ‘call reports’ or works of fiction on what they did yesterday, it can be much more productive to monitor their Planned Activity Reports.
You know if you fail to plan, you plan to fail.
If you had a great quarter, get over it. Your commission and bonus cheques are on the way.
Your focus needs to be on your Activity Plans moving forward. Based upon closing ratios and average sales, and managing the activities that produce results, you can reliably predict the future.
P.S. One of the proven activities you might consider including in your plans for 2016, is our Top of Mind Awareness (TOMA) surveys and presentations. These surveys consistently prove that Radio works, and our local TOMA presentations will help your sellers close more new business. Contact[email protected]  for an overview of our surveys.
Sincerely,

Wayne Ens

ENSMedia Inc.

705-484-9993