{"id":254,"date":"2007-12-17T19:38:42","date_gmt":"2007-12-17T19:38:42","guid":{"rendered":"http:\/\/www.wensmedia.com\/\/salesarchive\/permalink\/2007\/12\/17\/143842.html"},"modified":"2007-12-17T19:38:42","modified_gmt":"2007-12-17T19:38:42","slug":"a-question-of-culture","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/a-question-of-culture\/","title":{"rendered":"A Question of Culture"},"content":{"rendered":"

          I had the opportunity to interview a bright, <\/span>young sales manager candidate just before Christmas who had worked for three distinctly different broadcasting cultures.
\n<\/span><\/span>          One of his employers was programming-driven, one was sales-driven and the other was customer-driven. The only cultures he had not worked in were a bottom-line or share-holder focused organization.
\n<\/span><\/span>          I asked which of the three cultures he would cultivate if we hired him for our sales management position. Without hesitating he said “the customer-focused culture.”
\n<\/span><\/span>          Right answer!
\n<\/span><\/span>          Organizations with a customer-focused culture are by far the most productive and profitable.
\n<\/span><\/span>          In the course of consulting broadcasters, I have the privilege of being exposed to the confidential figures generated by all cultures; programming-focused, sales-focused, profit-focused, shareholder-focused and customer-focused.
\n<\/span><\/span>          I can state unequivocally that the top and bottom lines of the customer- driven broadcasters are always superior to the results generated by the other cultures.<\/span><\/span><\/p>\n

\n

          Remember, of course, that when I say “customer-focused”, that we serve three distinct customer groups; audiences, advertisers and internal customers….our staffs.<\/em><\/span><\/span><\/o:p><\/em><\/p>\n<\/div>\n

          The companies I have seen that focus on super-serving the three customer groups ALWAYS outperform competitors who focus on programming, profits or sales.<\/span><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"

          I had the opportunity to interview a bright, young sales manager candidate just before Christmas who had worked for three distinctly different broadcasting cultures.           One of his employers was programming-driven, one was sales-driven and the other was customer-driven. The only cultures he had not worked in were a bottom-line or share-holder focused organization. […]<\/p>\n","protected":false},"author":35,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-254","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\/254","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\/35"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/comments?post=254"}],"version-history":[{"count":0,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/254\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=254"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=254"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=254"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}