Week of May 14, 2007

Friday 05/18, 2007

Set up 3 sales calls for next week. FOR YOU! Time to get out and ride with the sales people. See three clients you have never seen. (you should know your top 10 accounts personally.) Don't ride with you big sellers. Go with the mid pack people. They have the best chance of getting better. And you can evaluate them to see it through.

Thursday 05/17, 2007

How do you know who the right sales people are? It's all about the money. Can you name the "best" sales people in the market? They are the ones that always hit their number, no matter what. They have long time relationships in the market. They always seem to find new business and have new ideas. They understand the value of promotions but don't junk up the air. Most clusters have one or two. Your job is to get ALL of them in the market. Each and every one. Pay them and get them into your station.

Wednesday 05/16, 2007

Looking for the best sales people? Let's look at the cost of hiring, training, and then LOSING them. Why is hiring the best person always good? Assume you pay someone 3k per month for three months. Add the cost of having someone training them plus expenses at $500. per month and its almost 20k per person. If you have a cluster and wash out 10 per year it's 200k. 200 thousand dollars that isn't coming back. 200k that could be spent on marketing, promotion, or even raises for the good people. "They didn't work out" may not be accurate. Take the time, hire right, make every person productive right away. Tomorrow, who are the "right" people?

Tuesday 05/15, 2007

Do you know how much it costs to lose a sales person? This week we will look at the cost of sales. What does it take to put "feet on the street." What are the right number of sellers for stations? What should it cost to do business today. Tomorrow, we will examine the "newbie." Where and how to find them, pay them, keep them? Check in tomorrow, right here on allaccess.com.

Monday 05/14, 2007

As a GM I always worry about the "street team." They drive our vans, meet listeners, and hand out goodies. But what if they crash the van, insult (or worse) the listeners, or steal goodies for their own gain. Does it happen? You bet it does! Although every company has different rules, it's important that everyone understands the game. Protect yourself from potential lawsuits by making sure your legal department has the right language for them to sign. It's also important that YOU know what is going on when the vans go out. Most important? Set standards for the hiring of ST teams. Arrest records, past history, and "high quality" individuals should all be considered. Play safe. The alternatives are expensive.