Week of August 6, 2007

Friday 8/10, 2007

The Spring book is out, your competition from across the street just put out a propaganda piece against your Rock station that shows you have had four down trends in a row. You were the format leader until they flipped and beat you in the Winter book. Along with a 300 GRP per-week TV campaign, running commercial-free, no jocks and very creative imaging, they are now positioning themselves as the format leader. The sales department is panicking, cutting rate as fast as the avails come out. Are you executing the plan you put together when they initially launched against you ... or are you simply reacting?

Thursday 8/9, 2007

Do you still have some game? Just because you became a GM doesn't mean you should not be out in the field doing some CNAs, pitching and closing. You will be amazed how much information you can pick up out in the field and in front of clients. Go out and help close something; it feels much better than pushing paper.

Wednesday 8/8, 2007

Follow up on sales calls, ask your A/Es who have not been hitting budget to take you on some calls tomorrow. This will send a message that you are involved and willing to hold everyone accountable for activity. I guarantee you that the A/Es who avoid you have no calls set up for the week. Ask your sales managers why there is a lack of accountability for sales activity.

Tuesday 8/7, 2007

Show up at the sales meeting this morning and tell the salespeople you want to go on some calls. Ask for volunteers until you get at least three calls for today. Your "A" players will take you up on the offer...closing ratios go up dramatically when the GM visits the client -- and they love to show off their relationships and ability. You may get a "B" player to step up for a call, while your "C" players will look down at their notepads. More tomorrow on the GM making sales calls.

Monday 8/6, 2007

GMs should pay attention to the 2008 Q2 earnings calls from radio companies. If yours is included and sales are ahead of last year, you have nothing to worry about. If earnings are down? You should keep a sharp eye on expenses and head count.

Earnings up for you, down for them? Now is the time to hammer them. Q4 and the Fall book is coming. Set the war chest now, while you are kicking ass in the billing. Fall behind and your credibility will fall with it.