After reading a recent RAP article I was motivated to chime in and let sales people know that they are not alone and I realize their pain. When it comes to sales my main goal is "be helpful".
The role of the production department has changed. Our directives have expanded to include more than creating ads and dubbing spots, we’ve become...wait for it...sales assistants. However, that’s not necessarily a bad thing. Commercial radio is a hard sell. Anyone in the business knows it is just not the popular medium it once was.
Now more than ever the sales process is a team effort, from concept and creative to keeping good records. I know too well if it weren't for sales all the great creative ideas in my head would just gather dust and never be realized. To survive the industry's impending changes it would behoove us all (producers, talent, etc) to make ourselves a critical cog in the sales wheel and bridge or repair any gaps between production and sales. When the AE comes back to the office after hearing “no” all day and is beat down with rejection I want to be the guy that says, “yes” (within reason of course). That might put me in the final three in the game of survivor. Better yet, a gift card to my favorite restaurant.
lf
Production director (sales assistant)
Larry,
Pardon delay in responding. Thanks for joining and chiming in. Your point about production professionals assuming the role of "sales assistants" is spot-on, not to be interpreted in any subservient sense but as a key partner in the sales process.
Best,
Rod
