Halftime Adjustments

In case it snuck up on you, the first half of the 2020 sales game is almost over.

Using a sports analogy, the following is a mock version of an interview between a reporter and the manager of a media sales team (coach) as they head into the locker room for halftime.

Reporter: Hey coach, the game plan seemed to start out well for your team, but things took a turn for the worse in a hurry. Can you tell us what happened?

Manager/Coach: Yeah, we came into the year really prepared and it showed. All facets of the game plan seemed to be working, traditional, digital, NTR, prospecting, upselling. Everything was clicking; we were firing on all cylinders, and then without warning the wheels came out from under us. Things got ugly quickly. Sometimes things happen that are beyond our control and that’s what we are seeing now.

Reporter: In the last few minutes of the first half, it appears you started to slow the tide. What additional adjustments do you have planned for the second half?

Manager/Coach: We’ll need to make some adjustments but not many. The key to winning will be execution and doing the right things in every aspect of being a great media rep.

Reporter: Going into the second half with this kind of deficit, are you holding out for any hope of winning this year or will everything be done in preparation for the next year?

Manager/Coach: You know – both! We won’t give up. It might be 2020, but what Yogi Berra said in ‘73 applies to our situation now, “It ain’t over until it’s over”! We’ll keep fighting. The team is going to have to work harder than ever before. We, as managers, need to keep them motivated and give them the tools and desire to get back in the game. Right now, we’re gonna focus on being successful in the second half. We may throw in a few Hail Marys but we need to stay focused on solid long-term sales and advertising practices and then, and only then, good things will happen. We’ll focus on getting BETTER every day and doing what’s right for our customers. Now is no time to get greedy. Sure, we want to put points on the board, but we need to stay focused on the big picture!

Reporter: Anything else?

Manager/Coach: You know, we have an opportunity. We can either let what happened define us, or as individuals, both sellers and managers, we can be defined by how we respond to what happened. I choose the latter… That’s about it. It’s really up to us to come out in the second half and execute!

Reporter: Good luck with the second half manager!

Manager/Coach: Thank you! Go Radio!

It may sound a bit corny, but there’s a lot of truth in that short made-up interview.

Are you prepared for the second half? What adjustments are you making? Are the goals and expectations of your team and every individual seller clearly defined?

Having a game plan and making sure everyone on the team knows what the desired outcome is will be key to reaching your goals and winning!

Now, go out there and have some FUN, keep the team motivated, keep getting better, and have a GREAT second half!

If your goal is to continue to get better and WIN, we can help. ENS Media helps local-direct radio stations and individual media executives grow their sales and proliferate their brand by:

  • Consulting in all issues related to marketing, advertising, and sales

  • Training in the latest sales best practices

  • Facilitating proven revenue-generating programs and advertising seminars

  • Management training, coaching, and mentoring

  • Individual media rep training, coaching, and mentoring

  • Motivating managers and sellers to be the very best they can be

If you would like to learn more about how we can help and our pricing, click here to arrange a conversation with us and let’s create a game plan for success.