1.) Recruiting great salespeople<\/strong><\/p>\n 2.) Capturing qualified leads and new business appointments<\/strong><\/p>\n 3.) Educating salespeople and advertisers about radio’s strategic fit with digital media<\/strong><\/p>\n If I had to identify the top three challenges radio stations face today, I’d have to say, in order; 1.) Recruiting great salespeople 2.) Capturing qualified leads and new business appointments 3.) Educating salespeople and advertisers about radio’s strategic fit with digital media Recruiting, of course, is number one because, without the right people on […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-1262","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1262","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/comments?post=1262"}],"version-history":[{"count":5,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1262\/revisions"}],"predecessor-version":[{"id":1267,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1262\/revisions\/1267"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=1262"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=1262"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=1262"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<\/h4>\n
Recruiting, of course, is number one because, without the right people on board, you’re fighting a losing battle.<\/h4>\n
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I would not have qualified for most of the radio sales positions I see or hear advertised when I first got into this wonderful business.<\/h4>\n
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Most of the ads suggest candidates must have a university degree in marketing, a proven track record in sales, experience in advertising, and more.<\/h4>\n
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Prior to my first advertising sales job, I was an apprentice carpenter with a twelfth-grade education, no sales experience, and I knew nothing about marketing and advertising. But I happened to meet a sales manager who saw something in my attitude.<\/h4>\n
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When he hired me, I became their number one biller within six months, selling more than well-educated reps with 6 to 14 years experience.<\/h4>\n
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Take a look at your recruiting ads. Would you have qualified for a position on your sales team based upon the criteria outlined in your recruitment ads prior to your first sales position? Does your recruiting preclude a Wayne Ens, with a great attitude but no advertising or sales knowledge, from considering joining you?<\/h4>\n
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I’m going to suggest that one of the reasons some stations have trouble finding great sales talent is because they’re looking for education or experience and under-valuing attitude.<\/h4>\n
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You can train new recruits with the right attitude to compensate for the lack of education and experience. You can not train attitude, especially if your educated experienced candidate believes there is no room for improvement in their performance.<\/h4>\n","protected":false},"excerpt":{"rendered":"