March 27, 2017Beane Ball For Radio Sales
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!
March 24, 2017Mary Market Manager - Friday, March 24, 2017
Communicate with your team about the Pyramid of Success as a way to direct folks at what is the ideal way to focus each and everyone of their days. If you preach the Pyramid of Success, it will pay off for your team. Frame it and hang it in your offices. No substitute ...
March 23, 2017Mary Market Manager - Thursday, March 23, 2017
Common Struggle Unfortunately, some of the deepest bonds between people tend to be made through common struggles. Men and women at war stay connected for most of their lives. However, if your workplace is a tough struggle, before the bond can be made, many will have ...
March 22, 2017Mary Market Manager - Wednesday, March 22, 2017
Madness There are companies that participate in March Madness and then everyone else. March Madness is the only sporting event every year that is a big deal all over the US during. World Series are this way but far less than March Madness ... plus there are 64 teams in ...
March 21, 2017Mary Market Manager - Tuesday, March 21, 2017
Spring Break Is Not Just For High School And College Kids It's also for high performing radio stations! Create a goal for the team to achieve and when it is achieved, take a half-day off and literally go have lunch at the beach, lake, river, TOGETHER and take off the ...
March 20, 2017Mary Market Manager - Monday, March 20, 2017
Compartmentalize To Optimize If headquarters has distracting news in the press (merger, re-fi, rumors of a sale, etc.), the staff is watching you and how you react to figure out how they should be acting. If you as the market manager cannot fake zero distractions, 100% ...
March 17, 2017Mary Market Manager - Friday, March 17, 2017
Annual Date Triggers a) April Fools: Truly selling new-to-radio summer ad business starts April 1st. I always use this April Fools date to bring in guys and girls in skimpy beach attire to model the upcoming summer beach fashions at a summer style lunch to make the ...
March 16, 2017Mary Market Manager - Thursday, March 16, 2017
Thursday, March 16th Give Yourself A Raise. So easy to give yourself a rais ... just wake up an hour earlier and get some work done. Imagine you pay yourself by the hour. Add an hour. You are not missing time with your family by adding an hour of work in the ...
March 15, 2017Mary Market Manager - Wednesday, March 15, 2017
Day Of Service Together People who go through a shared experience are a better team than those who have not. You could pay a lot of money and sign up for a team building session over a weekend at an overpriced place that do great work, or you could find a place for ...
March 14, 2017Mary Market Manager - Tuesday, March 14, 2017
Import Inspiration The staff needs inspiration and it cannot be from only you as the GM. You must find inspirational people to come in and tell their stories and relate them to how easy we have it or other ways of connecting the dots for injecting motivation (winning ...