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I’m sure that, like me, your dad at some point in life said to you, “I don’t care if you dig ditches for a living, just be the best ditch digger there is!”
At the time, I’m not sure that statement had a lot of impact on me, but much later in life a quote by Mark Twain did, “A man who can read but doesn’t isn’t any wiser than the man who can’t”.
Through unscientific research, that is observing people and doing self-analyzation of why some people are more successful than others, I can tell you that the most successful people in media sales are those that have the discipline to learn their trade and are either consciously or unconsciously focused and determined to get better every day. They have the knowledge, ability, and a deep-down desire to help others.
For some, this is a built-in personality trait. As managers, you’ll be lucky to have one or two of these “Type A” personalities on your team, but for the others, it needs to be taught. They need to be motivated to be better. They need someone to show them and prove to them that it is worth the effort.
This is where management comes in. Leaders Lead! Are you reading books and articles on marketing and advertising, business, leadership, motivation? Are you devoting part of your day to getting better? If not, Start! Make sure they know that you are doing what you ask them to do. Leaders lead by example.
Getting better every day doesn’t mean hours and hours of reading and research. Just 15-minutes a day can mean the difference between mediocrity and being Great!
If the radio industry could rewrite history, the main thing that it should do (or should have done) is train our sellers better. It starts with motivating them to be better. It starts with having the desire to Get Better Every Day!
P.S. Want to Get Better? I suggest reading the book, RESTORING the SOUL of BUSINESS: Staying HUMAN in the Age of Data, by Rishad Tobaccowala. (I gave it 5+ stars. One of, if not the best, books I have ever read on management, leadership, and business.)
If you or your team has the desire and is looking to get better, I’d like to visit with you about sharing the knowledge I’ve learned over my 30+ years of radio sales and management which helped me guide one of the largest billing small-market radio stations in America. Click here to arrange a call.
With Memorial Day behind us, the unofficial beginning of summer is here. In just 30 days (July), the 2nd half of your year begins. Are you ready? Is your team ready? Do you need to make any adjustments?
We have seen many different ways to set individual and team goals. Some do it at the beginning of the year and stick to them. Some do them every six months. Some readjust along the way. Any of these are fine and all are FAR better than not having goals at all. Without a plan and discipline, it’s pretty tough to get to where you want to be.
Here is something to think about, and again, we have seen it done both ways. Are your reps setting their own goals or is management setting them? We highly recommend the reps set their own goals. It goes along with Henry Ford’s way of thinking, “Whether you think you can or think you can’t, you’re right.” Of course, like anyone, they may need some coaching and guidance. Goals too high and unrealistic are better than goals set too low, but both are dangerous and can have negative effects.
So, as we approach the 2nd half of the year, I will use the analogy of a coach at halftime. It doesn’t really matter whether you are winning or losing at this point, either way, it’s time to make adjustments. If you’re winning, don’t rest on your laurels. Now is the time to dominate! If you’re tied or losing, pump them up, readjust, give them a game plan with the tools to go out and succeed. If you believe in them, they will believe in you!
Now, go out there and have FUN, and have a GREAT 2nd half!
If your goals are to grow in 2018 and beyond, we can help. Click here to request an online overview of how we can help train and brand your stations and your account executives as professional marketing consultants.
I’m not a fan of sports analogies, but watching the Super Bowl I couldn’t help but make a Super Bowl weekend observation:
You cannot cheerlead a team to success.
Cheerleading does add a welcome energy and enthusiasm to the game. But without a good team, great game plans and plays, the right equipment and tools, and a clear focus on the goal line, the rah-rah sessions aren’t enough to win the game.
Does your team have an account-by-account plan that the players follow to make their goals?
Are they focused on goals and how to get there?
Do you give them the tools and equipment they need to compete?
Do you have a clear playbook outlining what makes your sales process better than your competitors? Are you constantly scouting to build a better team?
And does your team have a team-appointed captain, a shining north star to follow?
P.S. Our Key Account Management Workshops and our local TOMA surveys can give your team the plays they need to follow, and the tools they need to increase your sales in 2018 and beyond.
Contact [email protected] to arrange an online meeting to explore how we can help your sales team.