{"id":1034,"date":"2016-01-09T19:54:38","date_gmt":"2016-01-09T19:54:38","guid":{"rendered":"http:\/\/www.wensmedia.com\/ens-on-sales\/?p=1034"},"modified":"2016-02-05T19:27:57","modified_gmt":"2016-02-05T19:27:57","slug":"1034","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/1034\/","title":{"rendered":"Being Productive in 2016"},"content":{"rendered":"<table id=\"content_LETTER.BLOCK19\" border=\"0\" width=\"100%\" cellspacing=\"0\" cellpadding=\"0\">\n<tbody>\n<tr>\n<td class=\"Content MainText\" colspan=\"1\" rowspan=\"1\" align=\"left\" valign=\"top\">\n<div>\u00a0I understand how busy multi-tasking sales managers can be today. I also understand it&#8217;s pretty easy to get bogged down pouring over spreadsheets,\u00a0creating forecasts, reading fiction (a.k.a. call reports) and a long list of other paper-shuffling\u00a0and data processing tasks.<\/div>\n<div>\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 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.<\/div>\n<div>\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Simply identify your top 50 clients and meet with them face-to-face, one per week,\u00a0without an account executive.<\/div>\n<div>\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 You might do it over lunch, breakfast, or invite yourself for a tour of the client&#8217;s business. \u00a0During each meeting,\u00a0plan to achieve the following three goals;<\/div>\n<div>\n<ol>\n<li>Thank them for their business. Your top 50 clients want to feel like your top 50 clients, and feel their business is appreciated.<\/li>\n<li>Ask them how THEY\u00a0are 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.<\/li>\n<li>Ask THEM how\u00a0you are\u00a0doing. How can your station, your rep, and you, serve them better in the coming months.<\/li>\n<\/ol>\n<\/div>\n<div>\u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0Do this with one client per week, and I can guarantee you&#8217;ll be a better manager, and book more business in 2016.<\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<table id=\"content_LETTER.BLOCK20\" border=\"0\" width=\"100%\" cellspacing=\"0\" cellpadding=\"0\">\n<tbody>\n<tr>\n<td class=\"Content MainText\" colspan=\"1\" rowspan=\"1\" align=\"left\" valign=\"top\">Sincerely,<\/p>\n<table class=\"OneColumnMobile\" width=\"86\" cellspacing=\"0\" cellpadding=\"0\" align=\"none\" data-padding-converted=\"true\">\n<tbody>\n<tr>\n<td colspan=\"1\" rowspan=\"1\" width=\"1%\">\n<div align=\"center\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/mlsvc01-prod.s3.amazonaws.com\/fac4cac7201\/f5a065d9-6c44-4f16-a7c3-883ca38ef685.jpg\" alt=\"\" width=\"86\" height=\"60\" name=\"ACCOUNT.IMAGE.19\" border=\"0\" hspace=\"0\" vspace=\"0\" \/><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<h4>Wayne Ens<\/h4>\n<h4><a href=\"http:\/\/www.wensmedia.com\/\" target=\"_blank\" shape=\"rect\">ENSMedia Inc.<\/a><\/h4>\n<h4>705-484-9993<\/h4>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n","protected":false},"excerpt":{"rendered":"<p>\u00a0I understand how busy multi-tasking sales managers can be today. I also understand it&#8217;s pretty easy to get bogged down pouring over spreadsheets,\u00a0creating forecasts, reading fiction (a.k.a. call reports) and a long list of other paper-shuffling\u00a0and data processing tasks. \u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 But there is one activity you should consider this year that will only take one [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_hide_featured_image":false,"_jetpack_featured_image_duplicate_dismissed":0,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[1],"tags":[109,107,110,108,99],"class_list":["post-1034","post","type-post","status-publish","format-standard","hentry","category-uncategorized","tag-clients","tag-face-to-face","tag-manage","tag-meetings","tag-planning"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Being Productive in 2016 - ENS on Sales<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/1034\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Being Productive in 2016 - ENS on Sales\" \/>\n<meta property=\"og:description\" content=\"\u00a0I understand how busy multi-tasking sales managers can be today. 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