Allow me to challenge some of you.
Chris Lytle teaches that five calls in the morning are better than l0 calls in the afternoon.
Jim Williams always said we should have signs inside the station saying "The only reason a radio advertising salesperson should be in the station between 9am and noon is to resign." That's far too draconian for me but his point was that the earlier in the day a call is made the better it is. The average client has 5.3 salespeople call on them each day. Their resistence to sales increases as their availabale money decreases. 85% of all big orders are sold before noon.
As a result of that we encourage a 9am appontment every morning just to get the day started. We try to preciously guard prime selling time and do nothing but ask for business between 9am and noon. Of course, there are always exceptions but I am not going to keep my people off the streets in a sales meeting after 8:30AM.
I also think the most critical time of day for a working mother is when school gets out. (More children are conceived between the time school is out and parents get home from work.) I want my staff to feel free to drop in on their kids and just check on things after school so I try to get our W afternoon meeting over by 3:30 or 4pm. We need to be family-friendly and flexible in scheduling.
That's my opinion. I'd like to hear yours.
Staff meetings, usually twice a month. Sales meetings, individually as needed and sometimes following staff meetings.
Never, I'm a one man team. I do have regular discussions with the station manager, as needed.
Tom,
We have 2 great salespeople. We also have a sales consulting firm that meets with us 4 times a year and they
also provide support to our salespeople anytime they have questions. It is not that we don't have meetings when needed.
In our case holding a meeting just to meet is not beneficial. We have trouble keeping up selling all the things in our
community plus what we create. If we had a larger crew I am sure we would need to meet on a scheduled basis.
The old saying really goes like this.. If you need to kill a snake don't form a commitee just kill the snake!
Thanks
Dave Birnie
Roger, You sound like a man I'd like to work with because your comments in this survey show that you're most concerned with you people as people, not mules hired to carry things as a beast of burden. Where are you Manager? Ed Brady [email protected]
Sales meetings every week and staff meetings monthly. Meetings are always most productive with a fixed length of time and agenda. Meetings should NEVER be more than an hour. Agenda should be sent to all involved prior to the meeting so all team members will be prepared. If it ain't on the agenda it can't be discussed.
