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Friday Poll: Finding the Next Great Radio Sales Superstar

  • RSC Administrator
    • 1373 posts
    April 28, 2011 11:54 PM PDT

    Happy Friday, everyone!

     

    We really liked a recent post by Dan Watts of Cincinnati, OH . . . so much so that we decided to make it this week's poll question, in three parts. (Thanks, Dan!)

     

    Dan says, "We are looking for the next great Radio Sales Superstar," and he'd like to know:

     

    1) What has been your best resource for finding high quality (hopefully experienced) candidates?  

     

    2) Where did you find your last great radio sales hire?

     

    3) What is the ONE question that you ask in an interview that really helps you decide that the person you are talking to just might make it in radio sales?

     

    Looking forward to reading your replies!

  • Christopher rolando
    • 273 posts
    May 3, 2011 4:45 PM PDT
    Amazing that there are NHO responses to this.  So let me help out a bit:
    We all want our customers to do a CNA.  So why not CNA ourselves?  Ask all of the questions that need to be asked to find someone that fits your goals and culture.  THEN write an ad from it.  That person may be listening!
  • Lynn Lambrecht
    • 112 posts
    May 6, 2011 6:25 AM PDT

    I'll put my two cents in...... 1. The hard part in this first question is the experienced part. A good, experienced sales rep is not going to easily or willingly leave a list they've spent some time building. Also, good sales reps are rooted in their community, thus making it even harder to get them to transplant elsewhere.Which leads me to 2.

    2. Our best local reps have come from unexpected places. Our most recent hire: a former drug/alcohol addiction counselor (who is doing a wonderful job).

    3. There is no ONE question to ask. In my opinion, you hire attitude first, experience second. Since sales is all about relationship building, hire the one you like right away. You can train the rest.

  • Dan Watts
    • 31 posts
    May 6, 2011 9:23 AM PDT

    Thanks for the reply Chris..great idea.

     

    Also have been really enjoying your In A Box platform.  We have had some technical bumps and a learning curve for a couple of our less tech savvy folks but we are seeing positive impact already.

  • Dan Watts
    • 31 posts
    May 6, 2011 9:24 AM PDT
    Two cents??? The comments that you made were priceless Lynn.  Thanks so much for taking the time out of you morning to share some wisdom.
  • Christopher rolando
    • 273 posts
    May 6, 2011 11:20 AM PDT
    Dan... they have let me play with some of the new stuff that is coming.  It's FUN
  • Jack Walker
    • 455 posts
    May 7, 2011 9:10 AM PDT

    Radio sales is a different animal. It's not like the girl handing the fries out the window at McDonald's - everyone can't do it.

     

    We all know that those with experience selling other media, particularly broadcast, will likely do very well. The next best categories are those that understand the radio business but haven't sold before and those who know just about everyone in town. Having said that, attitude is key. 

  • RSC Administrator
    • 1373 posts
    May 18, 2011 10:13 PM PDT
    Just came across this BNET article by John Warrillow, Want A-List Salespeople? Here’s What to Look For.  In this article, he lays out three tactics he uses "to improve my odds of finding top-performing salespeople."  They were all good points, so I thought I'd share the article here.