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The Best Compensation Plan For Your New Sales Recruits

Dec 31, 2019

Nickel-and-diming a new sales rep in compensation will most likely leave you scrapping the bottom of the barrel for exceptional sales talent. Our attrition rate in Radio sales is 80 percent to 90 percent for first-year reps. What kind of future top-notch ...

The End Of The Line How And When to Fire Salespeople

Dec 30, 2019

A look at the LPG Blog archives brought this gem from 2000.  The names and faces could be anyone in todays Sales Management vertical but the advice and perspective they share is timeless.  The hardest thing a manager has to do is fire ...

3 Great Sales Meeting Ideas!

Dec 27, 2019

Here are three sales meeting ideas that'll jazz up your meetings and pump up your team. 1) I'll Build On That : Objective is to have your AEs see where the holes might be in their Customer Needs Analysis. Have AEs bring their first-call database ...

Buyers Awareness Cycle Top 40

Dec 26, 2019

Ever want to know how long it takes a person to consider a product or service for purchase?  Consumers were interviewed by Prophet Research as they completed purchases at each of these verticals and identified how long the Buyers Awareness Cycle ...

Creating Sales Meetings that your sales Reps Won't Hate

Dec 24, 2019

Your sales meetings don't have to be a Mary Kay Cosmetics revival, yet the sales-meeting atmosphere determines whether your reps gain value for time spent in this important meeting. Boost the value with these hints: 1) Structure : The amount of preparation ...

Is It Time To Be Tough With Your Sales Team?

Dec 23, 2019

Do you have to be a human put-down machine to get things done? No! It's the take-charge, no-nonsense managers - who demand respect and get the best from their people, no matter the cost to the human ego - who ultimately have a positive ...

Emotion Equals Motion Showing Enthusiasm For Your Product Can lead To Increased Sales

Dec 20, 2019

Recently, I sat in on the Dawson McAllister Live call-in advice show, listening to teenagers and young adults telling their stories and asking for help. I felt many emotions that Sunday night, and left the studio a different person than the one who walked ...

Leadership + Commitment = Power

Dec 19, 2019

it's appropriate to write an article that includes the ingredients that the most successful leaders demonstrate every day - Here's my list of the 10 components that make great leaders: 1) Slow to Hire, Quick to Fire:The top three things ...

Checklist For Your Sales Department's Success

Dec 18, 2019

Central Oregon, a sportsman's paradise, is a great place to visit. Running a sales department here in Bend is highly competitive. After 40 hours of mid-year reviews, the sales manager, sales reps, and I have one more day of matching account-by-account ...

Sales Contests That Work

Dec 17, 2019

Look at almost any media property in the U.S., and you'll find two common types of sales contest. One of them is an overall staff contest, wherein the entire sales team hits a certain monetary quota for a specific quarter or a month and collectively ...

You Can't Coach Your Team From Behind Your Desk

Dec 16, 2019

Inventory management, motivation, hiring, account management, in-field coaching - these are just a few of the job functions of today's sales manager.Which is most critical for the sales manager to master? Without question, it's in-field ...

Recognition Doesn't have to be Humiliating

Dec 13, 2019

I have received many e-mails from managers across the country to say that putting up the "leader board" in the sales bullpen is rather harsh and condescending. My response? Don't forget that we are in sales, and as managers,we're not ...

How will you rally your Troops in the year ahead

Dec 12, 2019

One degree makes a big difference. Water is hot at 211 degrees. But at 212 degrees it boils, and boiling water generates steam, and that steam can power a locomotive. A few weeks ago, I sent a 3 1/2- minute movie that plays off of this theme to ...

4 Stages of the Buyer Awareness Cycle

Dec 11, 2019

    The 4 Stages of The BAC / Pre-Purchase Experience   Stage 1 Stage 2 Stage 3 Stage 4 Prospect Goal Become Aware of Product / Service Get Familar with Product / Service Feel Relevant Connections to Product or Service Feel Confident ...

Eraticate the "Toxic Fumes" In Your Office

Dec 10, 2019

During the past 20 months I have had the chance to experience the Grecian work environment. The Greeks are known for partying hard (see My Big Fat Greek Wedding) and working a balanced schedule. On my travels abroad, I hear many complaints from Europeans ...

Leadership Lessons From Alexander The Great

Dec 9, 2019

During a recent European trip, I noticed that the influence of Alexander the Great is still felt this day in Europe and Asia - some 2400 years after his death. There's been a resurgence of interest in Alexander because of the new film Alexander. ...

If the 4 Ps don't Add Up --- Take a Hike!

Dec 6, 2019

It's been approximately 40 years since marketing professor (and subsequent guru) Dr. Philip Kotler conceptualized the four Ps of marketing: product, price, place, and promotion. When I work with sales reps, I stress that when advertising campaigns ...

Selling To An Egomaniac

Dec 5, 2019

Selling to someone with a massive ego can be one of the easiest sales to make. It can also be one of the hardest when a little mistake or infringement wrecks havoc with your chances of selling this person. The bigger the ego, the more fragile the psyche. ...

Your Job Is To Make Your Boss Look Good

Dec 4, 2019

Your Number One job priority as a manager is to make your boss look good. Your boss' agenda always comes first. When I ask managers their most important job as a sales manager or general manager, the answer is always: "Take care of my customers, ...

Check your Company's Fun Meter

Dec 3, 2019

The days are over when fear was a driving motivator. Fear might work for shortterm gain, but in the long run, fear drives people out the door. The new adage for today's corporate climate should be "focus follows fun." What can you do at ...
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