This is an opportunistic time to muscle build your local OOH sales organization. The two immediate prime areas of local OOH sales recruitment are local radio and local cable TV sales reps. The reasons these reps are so valuable are: Radio/cable TV have focused on developing local direct advertising business […]
Two weeks ago, in Billboard Insider, we launched this three-part series on Overcoming Prospecting Mistakes by addressing key mental and attitude errors that can hinder success. At the heart of our Success Triangle—a core principle of OOH Sales Mastery—are three fundamental pillars: Attitude, Behavior, and Technique. Long-term success comes from […]
What’s the old saying, “If selling OOH was easy, everyone would be doing it”. The prospecting landscape is littered with pitfalls and traps that claim many OOH sellers. If you’re not careful, you may succumb to them as well. However, a concept we teach our OOH Sales Mastery clients called […]
Wily, seasoned OOH salespeople. Most organizations have them. They’ve been loyal, effective salespeople on your team for years. They’ve been there, done it, got the tee shirt. They’ve set the records and set new metrics for the level of expectation for performance. Despite having years of success, they show up […]
It’s good to set sales goals. They help to motivate us as OOH salespeople to achieve more, and they establish expectations and define success. But in order for them to be effective, the right goals have to be the focus. When we decide to track our strategy in order to measure our […]
A former out of home sales executive had this comment on Kevin Gephart’s How Out of Home Companies Pay Sales Employees. As a former Account Executive and Manager billing collections is the “be all” best way to pay commissions. The down side was that of recent reward. An account executive […]
Thank you to all OOH owners/managers who contributed their collective wisdom to our compensation survey. It was one of the biggest response rates Billboard Insider received from any survey. Feedback I received is that the survey is far too short and doesn’t dive deep enough into compensation challenges. That is […]
Everyone is interested in out of home sales compensation to judge from the high number of responses we are getting to our poll. There’s still time to make your voice heard. Visit How Do You Pay OOH Sales Reps and take the anonymous poll. We’ll run a followup article with […]
No OOH company wants to be ambushed by a sales rep resignation. Given that 87% of sales reps are money motivated (according to The Society of Human Resource Management), appropriate compensation is an important first step in preventing sales department turnover. When you consider the enormous lifetime value of a […]
A prospect contacts you, and they say they’re really interested in OOH advertising. Ok, they don’t say that they say they want a billboard. They are giving off all of the right “buying signals”. All you have to do is put together a proposal, email it to the prospect and […]
