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Mary Market Manager - Friday, March 27, 2017
March 27, 2017
Have an opinion? Add your comment below. Micro-managing account lists of each AE on staff is key to optimizing ad revenue at any radio station. Do you match the Miller Kaplan potential of each account list to evaluate the "real performance" of each AE?
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Micro-managing account lists of each AE on staff is key to optimizing ad revenue at any radio station. Do you match the Miller Kaplan potential of each account list to evaluate the "real performance" of each AE?
(Note: Beane Ball, named after Oakland A;s executive Billy Beane, was the phenomenon that looked at stats that others did not to select the ideal players for a team that did not have unlimited resources like the Yankees etc.)
If one AE is calling on potentially $2 million in radio revenue but only extracting $100k a month from that potential, and another is calling on $500k in potential radio and billing $50k ... who is doing the better job for your radio station?
Do you take the time to manage accounts with this sort of approach in mind? Want to motivate everyone? Just remember daily that everyone on your staff only respects to the maximum of what you inspect thoroughly!
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