• Jim McLaughlin On What It Takes To Be A Good Outdoor Sales Rep

    Insider asked CEO Jim McLaughlin of Signal Outdoor about the qualities it takes to succeed as an outdoor advertising account rep.  Signal was established in 1998 and operates 10,500 transit, bus shelter, campus and billboard displays in 100 municipalities.

    Jim, what are the qualities of a good outdoor sales rep?

    • Should have a curious nature in order to ask the right questions of prospective customers. This allows us to build an understanding of the customer’s needs.
    • Should be able to solve problems and figure out ways to create solutions that meet customers’ needs.
    • Should commit to customer success.
    • Should be competitive and driven.
    • Should be a self-starter and motivated.
    • Should be energetic and enthusiastic about what he/she does.
    • Should have a good understanding of competitive media in the marketplace and understand the strengths and weaknesses of each, including his own products and inventory.
    • Must be honest and have integrity in all situations.
    • Should bill 10X his/her annual compensation.

    What are the qualities of a great outdoor sales rep?

    All of the above, plus;

    • Should embrace the details! Fully utilize CRM systems on a daily basis to maximize returns for self and company.
    • Should follow up regularly with existing customers to keep ads fresh, ideas current, and to offer additional assets and new programs to customer base. Is seen by client as an advisor and partner.
    • Should be low maintenance for supervisor(s) and management-reliable and trustworthy.
    • Should bill 20 X his/her annual compensation.

    Have the qualities of a great sales rep?  Signal is seeking account executives in several markets.  Interested candidates can send their resume to jobs@signaloutdoor.com.

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