It is impossible to maximize success without focus. Expecting sales managers to also carry an account list dilutes their focus. You can’t be a good sales manager AND a competent salesperson at the same time. A sales department of four or more sales reps requires a full-time, dedicated sales manager […]
A reader asks how big a book should an out of home sales rep have? Billboard Insider put the question to out of home sales expert Kevin Gephart and he said this. Good question, I think it varies enormously. When I was at Clear Channel Minneapolis/Saint Paul, market rank 16, we […]
This is the second part of a series by out of home sales expert Kevin Gephart on how to sell digital out of home. Two weeks ago Kevin talked about the unique benefits of digital out of home. Today he talks about why people buy digital out of home. Why […]
Having 37+ years in media sales for 2 of the largest media companies as well as small market media companies, and a third of my career was in management, gives me insights about rep compensation both from the rep side and the management perspective Money is just one motivator. Understand […]
Billboard Insider is running a series by out of home sales expert Kevin Gephart on how to sell digital out of home. Today Kevin talks about how digital out of home is unique. Why DOOH is unique Roadside digital billboards are as old now as TV was in 1972. What’s […]
OAAA EVP Government Affairs Mike Hershey on the rise of out of home legal advertising Legal services is the fastest growing out of home ad category with growth – year over year – of 49%. Big Screen Video Group Commercial Director Saul Heffernan on the flight to high resolution, low […]
It’s very hard to make your 2024 numbers if you don’t hit your Q1 numbers. The first six weeks of every new year represent a sales slump for most OOH sales makers/companies. Reps believe client ad spending is down during those weeks. However, the Radio Advertising Bureau Statistics show overall […]
Today, Out of Home Sales Expert, Kevin Gephart talks about how to pay and manage sales reps. Kevin how do you adjust a compensation plan for someone’s current book of business versus additional business? Because I have spent about one fifth of my career in management, and many more years […]
You lost your out of home sales job – now what? I can speak from experience because I’ve been fired twice in my career. I will tell you they were the two worst days in my professional life. If you’re feeling at the bottom of the barrel on this day, […]
Lady Bird Johnson, with the “Highway Beautification Act” (as it was dubiously called) in 1965, convinced America that billboards were bad/ugly. Some may have been, but the huge majority were not. Follow the money: Lady Bird Johnson and her family owned a group of radio stations in Texas at the […]
