The Sales Process – Your Opinion Please

Last week we suggested that there are nine steps in the advertising sales process and we provided our Media Rep Rating System.

Whether you are a manager or an individual media rep, we hope that you took the time to rate yourself or your sellers. If you did so in a very honest way, you discovered some areas that you or your reps are deficient in. You also learned that scoring enough points to be considered an excellent or elite media rep is difficult.

The goal of the process was not to show you that the reps you thought were “Excellent or Elite” are only “Above Average”. Instead, it was to get you to focus on the media sales process and areas where you can improve on.

We hope you did just that!

This week, we would like to look at the nine steps once again, only this time we would like you to rank them by order of importance. Understanding which steps are most important and giving additional attention and training to these areas will increase the rankings and ultimately help everyone become more successful.

Below are the 9 steps in the advertising sales process. Click here to take a quick survey to tell us how you would rank them by order of importance (1 being most important and 9 least important).

Advertising Sales Process

Step One: Prospecting

Step Two: Cold Calling / Asking for the Appointment

Step Three: 1st Meeting / CNA

Step Four: Strategy Session / Creating Ideas / Creative

Step Five: Creating the Proposal

Step Six: Making the Presentation to the Client

Step Seven: Closing

Step Eight: Service after the Sale

Step Nine: Upselling / Renewals

There is no right answer or right order, and the point of this topic was not to start a debate. However, some steps in the process have a greater impact on determining whether a media rep is successful or not.

Thank you for participating in our survey. We will share the results with you in upcoming issues.