How to Better Motivate Your Sales Team This Year

managers, Corporate Support, New Year's resolutions

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When I worked in the sales department at a commercial radio station, the sales manager went to the extreme to motivate the sales staff just prior to the fourth quarter in preparation for the holidays and leading into the new year. 

There was a huge kickoff meeting, with sales contests and incentives such as trips, double the sales-commission rate, and cash bonuses. But all the “rah-rah” and pom-pom shaking can’t fix a motivation problem.

Sales reps continually face outside circumstances that affect their motivation. Prospects and customers tell them "no" over and over again; the timing may be wrong to sell a particular sales promotion; or there may be some personal situation going on affecting a person’s ability to sell. 

As a sales manager I know that the motivation of sales people can affect their productivity. With an eye toward improving the success of your sales staff, here are some ideas to boost their motivation. 

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What Are You Going to Get Great at in 2019?

Corporate Support, New Year's resolutions, calendar year-end

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It’s the time of year for annual planning.  Whether you’re a sales manager or a corporate support rep, having a plan is the most important thing you can do for yourself and your team. What seems clear in today’s media environment is that we can’t enter any year with a business-as-usual approach.

I’ve had many conversations lately with Greater Public members who have shared news of unexpected attrition of longstanding accounts deciding to cut back or leave public media for now. We can’t take anything or anyone for granted. An annual plan needs to take an honest look at possibilities for growth in the face of a possible 25-35% attrition.

As a sales manager, new initiatives are a good place to start. What are you going to pursue? I’m sure the list of options is long, but it’s important to focus on just one or two things that will bring the most value to the station and your team.  

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My first year as a sales manager I was so energized and excited. I was going to change the world! I had a list of six or seven major initiatives to tackle. When I put them into my annual plan, my boss - the now famous Kirk Nelson - warned me that I was taking on WAY TOO MUCH! He forced me to prioritize by making me write out all the steps and a timeline for each thing I wanted to take on. That was an eye-opening experience that I have never forgotten.  

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Businesses With New-Year's-Resolution Appeal Make Great Underwriters

sales strategy, Corporate Support, New Year's resolutions

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As the calendar gets down to the last months of the year and people start preparing for the holidays, they also start making plans for the new year.

Spending time with family during the holidays can make a person feel as stuffed as the turducken. All of that partying can make them feel run down. Buying gifts can leave them with a skinny bank balance.

That’s when they say things such as, “I’m definitely going on a diet,” “I have to review my financial investments,” "I NEED a vacation,” and other similar situations that require a resolution. And for people who have a “need” there are businesses that can help satisfy those needs.

Businesses that offer services and products that appeal to people who make resolutions know that this is the time of year to ramp up their marketing. For those of us in underwriting sales, that means it’s time to start thinking about meeting with resolution businesses and proposing multi-media schedules starting in December and running through the first quarter of calendar-year 2018.

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The Value of End-of-Year Staff Planning for Corporate Support

Corporate Support, New Year's resolutions, calendar year-end

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A goal without a plan is just wishful thinking.

Truer words have rarely been spoken, and yet, in today’s world, who’s got time for that? It’s so easy to allow events to overtake us. We all know it and vow to break that pattern, but then a client or coworker needs something urgently and back into the fray we go.

Which is why a day away from phones and emails is worth its weight in gold. Some call it a staff retreat, but I prefer to think of it as a staff regroup. Put your auto-replies on for just one day and use that time to create a plan for the coming year.

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Three Ways to Be a Better Major Gift Fundraiser This Year

time management, Major Giving, donor cultivation & stewardship, New Year's resolutions, philanthropy, planned giving

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The start of a year is always a great time for fresh thinking and new approaches to your work. And there is no better time to resolve to improve your major gifts fundraising program.

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Three Essential New Year's Resolutions for Corporate Support

underwriting, sales strategy, Corporate Support, time management, New Year's resolutions, checklist

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2016 is the year of the monkey in the Chinese calendar, and what a fitting sign that is! According to the Chinese zodiac, people born in this sign are smart, clever, and intelligent. Like monkeys, they are quick-witted, flexible, and versatile. What great skills to have!

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Five Game-Changing Ways to Manage Your Time Wisely

underwriting, sales strategy, Corporate Support, time management, prospecting, small stations, New Year's resolutions, checklist

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There are work days when eight or even 10 hours just aren’t enough. It seems like that time barely covers the client calls and emails that need answering, not to mention the order paperwork and follow-up, prospecting, appointment-setting, research on prospects, and proposals.

Does that sound familiar?

I hear from sales reps that they’re on the go starting the minute they get into the office. At times, opening email can be an hours-long detour away from what they should, want, or need to be doing to generate underwriting sales.

What to do?

Begin the new year accepting the fact that you can’t stop time to accommodate your schedule. But you can manage your work activities. Here are some ideas to help you to be more effective and productive.

Start each day by writing a list of three to five priorities.

Base the priorities on what is crucial for you to accomplish today. Ask yourself what five things you can do today that will most affect your underwriting revenue. Write them down in order of importance, and then…

Work each one through until it’s done.

Cross it off of your list and then work on the next priority. Working each one through to completion is the key. Don’t even think of multitasking! Be sure to cross each task off your list when you're done. This helps builds momentum and a sense of accomplishment and empowerment. Most importantly, you'll be getting your important priorities done each day.

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New Year's Resolutions for Your Membership Team

donor thank-yous, Benchmarks for Public Radio Fundraising, Membership, New Year's resolutions

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The new year wouldn't be complete without a few resolutions to kick off the month of January! The membership elves at Greater Public have put these together in hopes that you have a very prosperous 2016.

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