{"id":1973,"date":"2021-01-19T14:15:24","date_gmt":"2021-01-19T14:15:24","guid":{"rendered":"https:\/\/www.ensmediausa.com\/ens-on-sales\/?p=1973"},"modified":"2021-01-19T14:15:24","modified_gmt":"2021-01-19T14:15:24","slug":"if-we-could-turn-back-time","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/if-we-could-turn-back-time\/","title":{"rendered":"\u201cIf We Could Turn Back Time\u2026\u201d"},"content":{"rendered":"

\u201c\u2026and do things differently, I would….\u2026\u201d<\/h4>\n

<\/h4>\n

That’s a common statement that nearly everyone has made regarding nearly everything we do in life, both personally and professionally.<\/h4>\n

<\/h4>\n

In some cases, we would not change a thing. But in others\u2026?<\/h4>\n

<\/h4>\n

In last week\u2019s ENS on Sales\u00a0Who\u2019s Promoting YOU<\/em><\/strong>,\u00a0we suggested that if radio could have a re-do, or, as Cher sang it so well,\u00a0\u201cIf we could turn back time\u201d<\/em>,\u00a0there are two major things that radio could have done and should now do differently on the sales side of our business. These two things alone would make a tremendous impact not only with our reputation but ultimately, where we stand on the totem pole of revenue share.<\/h4>\n

<\/h4>\n

We are happy to report that very soon new markets will in-fact start to \u201cpromote their group and their sellers\u201d. Thank you to those that chose to reach out.\u00a0You\u2019re on the path to success!<\/h4>\n

<\/h4>\n

The second thing that radio should do, if they could turn back time, is to train, and I mean REALLY train our media reps. Not just how to sell, but on how to make radio work!<\/h4>\n

<\/h4>\n

Here\u2019s how it went in the old days and unfortunately is still happening more than we care to admit. We hired someone that displayed a great attitude and effort. We then had them watch a few videos on selling radio or maybe just selling, i.e. Jason Jennings or Chris Lytle. Then, within a matter of a few days, we armed them with a depleted deadbeat account list (that the rep before them failed with), new business cards, pointed them towards the streets, and with a pat on the back, we cheerfully said, \u201cGo out and make some sales!\u201d<\/h4>\n

<\/h4>\n

Even if your new seller was good and they did what you asked, made the calls, and made some sales, we all know what happened next. On the follow-up call, when they tried to sell another package, the client says, \u201cIt didn\u2019t work<\/em>\u201d!\u00a0Hence the reason we now have businesses all over the planet earth, saying\u00a0\u201cI tried radio once and it didn\u2019t work<\/em>\u201d.\u00a0We\u2019ll duh! \u00a0! It didn\u2019t work because we didn\u2019t train or teach the sellers how to make it work! \u2026And it\u2019s not the seller\u2019s fault!<\/h4>\n

<\/h4>\n

In nearly every other profession, vocation, and industry, they train their people before they ask them to perform. But in radio, we hire on attitude and effort, provide little to no training, and expect miracles. Heck, in little league sports they train for two weeks before testing their skills. We can do better! Our clients deserve better!<\/h4>\n

<\/h4>\n

The most successful sales organizations will tell you that a proper, well-planned, on-boarding program and an ongoing training program is key to their success.<\/h4>\n

<\/h4>\n

\u201cYour Life Can Only Get Better When You Do!\u00a0<\/em><\/h4>\n

Do Something Every Day to Improve Your Key Skill Areas.\u201d\u00a0\u00a0<\/em><\/h4>\n

– Brian Tracy<\/h4>\n

<\/h4>\n

Because you are a regular reader of ENS on Sales, we\u2019ll assume that we\u2019re preaching to the choir and you are NOT doing what is suggested above. If so, you should be proud of what you are doing – keep it up! Never Stop Learning \u2013 Get BETTER Every Day!<\/h4>\n

<\/h4>\n

Unfortunately, we can\u2019t turn back time, but if you’re serious about building a more professional media sales team, ENS Media can help. To arrange a call to visit about how we can help turn your team into professional media reps,\u00a0click here<\/a>.<\/h4>\n","protected":false},"excerpt":{"rendered":"

\u201c\u2026and do things differently, I would….\u2026\u201d That’s a common statement that nearly everyone has made regarding nearly everything we do in life, both personally and professionally. In some cases, we would not change a thing. But in others\u2026? In last week\u2019s ENS on Sales\u00a0Who\u2019s Promoting YOU,\u00a0we suggested that if radio could have a re-do, or, […]<\/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":[426,9,542],"class_list":["post-1973","post","type-post","status-publish","format-standard","hentry","category-uncategorized","tag-client","tag-radio","tag-sales-team"],"_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1973","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=1973"}],"version-history":[{"count":1,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1973\/revisions"}],"predecessor-version":[{"id":1974,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1973\/revisions\/1974"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=1973"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=1973"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=1973"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}