Insider received lots of comments on David English’s mistakes out of home sales reps make.

A big three account executive tells Insider that reps need to keep priorities straight:

Not having a philosophical order of approaching business that puts the client’s goals first, the health of the company they work for second, and their own paycheck third. I’ve used this filter for years, and it has never failed me!

Another Big Three sales rep says don’t assume you know what the client needs:

I believe the biggest mistake that OOH reps make (including myself) is assuming the need or needs of the client. Even when we start asking the right questions, we don’t listen close enough to the answer to repeat it back to the client.

Paragon Printing’s Pete Hautem says don’t overlook the personal touch:

Nothing is more effective than in person communication. Look your client in the eye, discuss opportunities, demonstrate responsibility. and show them you care. And do it regularly, not just when it’s time to renew a contract. To me, that’s true COMMUNICATION! Nothing will ever replace it.

Randy Brice of Telenotes says pay attention to the creative and keep accurate notes:

As a rep in the OOH industry for decades, I was responsible for coming up with many of my client’s campaigns and creative. Many times I rejected copy even from National agencies and was not afraid to request changes to make creative more effective. Great creative is the key to a successful campaign. As for taking ownership of the account, it can be time-consuming. Keeping accurate call notes, scheduling follow-ups, reminders and client appointments without forgetting is very important…

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