Billboard Insider sales columnist Kevin Gephart is running a series of conversations with Chris Lytle who has trained sales professionals for 44 years. Today Kevin and Chris discuss whether a sales manager should be a sales rep. What’s wrong with having a sales manager carry a book of business? Kevin […]
One of the mistakes that we see often with leaders of OOH sales teams is that they spend an inordinate amount of their time working with the team members that are not performing at an acceptable level. Sometimes spending as much as 75% of their time on the weakest performing […]
I have had the opportunity to manage sales teams in 4 markets with 3 different companies. Building a successful out-of-home (OOH) sales team is not just about having warm bodies; it’s about assembling a dynamic group aligned with your vision of success. To achieve this, take a systematic approach. This […]
In OOH Sales Mastery, we teach and relentlessly reinforce a simple principle, an impossible-to-forget idea that carries massive implications for optimal revenue production: qualify hard, close easy. One of the big problems we see, though, is that people sometimes imagine they’re qualifying hard, but aren’t. Why not? Because they aren’t […]
Let me throw a couple of statistics at you that will blow your mind. According to a recent study conducted with hiring managers… 92% of hiring managers polled could not specifically describe what characteristics/attributes would be required for a new hire to be successful in the role they were hiring […]
Many of you know that we often get asked, “When you are training OOH salespeople, if you boiled it down in the simplest of terms, what are you teaching them?” That’s easy…we are teaching to not look, act or sound like every other salesperson. If you want to be treated […]
Last week, 28 year out of home veteran Jonathan Graviss talked about 3 traits of high performing out of home sales reps. Today he talks about about two out of home sales wins. What out of home sales are you proud of? I think back to my very first sale […]
A reader asks, “Do you have any tips or best practices on how to get out in front of the political ad dollars…” Billboard Insider put the question out of home sale expert Kevin Gephart. WIN #1: Selling Political candidates and ballot issue referendum messaging. “All politics are local” is […]
Some people are naturally good listeners. I’m lucky, I am. However, that puts me clearly in the minority. It doesn’t come naturally for most people. I on the other hand I will listen intently to whomever I am speaking with. Most people are naturally more of a talker. They have […]
Yesterday Jonathan Graviss reflected on 28 years working in out of home. Today he identifies 3 traits of great out of home sales reps. What’s the key to effective out of home selling? Ten or twelve years ago, a group of my sales manager friends across several companies had a […]
