Exploring the DISC model of human behavior reveals four fundamental style preferences of behavior and communication. Among these styles, one is particularly drawn to the sales profession. Most salespeople fall into what the DISC model terms High I’s, or Influencers. These individuals thrive on building relationships and enjoy meeting, talking, […]
Doesn’t matter if you are the owner or senior leader of a 5,000 face OOH company, a manager of a large OOH sales team, or the principal leader of a 3-person OOH plant, there’s a good chance somebody is loading extra things on your plate. These ‘extra tasks’ we often […]
We are now just about 3 weeks away from the Memorial Day holiday weekend. Most consider this the official beginning of summertime/fun time. For many OOH operators it also ushers in a time of year when our sales results tend to not be so stellar. Let’s talk about what causes […]
The most highly productive and profitable OOH companies we work with create and follow processes in every area of their company, for every function, without exception. These processes drive the various functions of the organization, but they are continually reviewed and upgraded to make sure they are up to date […]
“If you want to do something, you find a way. If you don’t want to do something, you find an excuse.” –Dawn Bauer The secret to “finding a way”? Painful/Demanding practice and hard work. As OOH sales professionals we should all be regularly committed to finding new business. However, most […]
In OOH sales, a company’s culture plays a pivotal role in shaping its success trajectory. As someone with years of experience in optimizing sales strategies, I’ve witnessed firsthand the significant impact of culture on sales performance. Whether your sales culture is driving your team toward unprecedented record setting performance or […]
Have you ever lost a deal because of a problem you could have dealt with earlier in the process but were afraid to do so? Created a unrealistic proposal because we didn’t know what they might be willing to invest? Didn’t realize that they would never agree to anything but […]
Go ahead, be honest, do you have any leadership blind spots that have slipped up on you over the years? Are you really leading your OOH team proactively or do you find yourself tending to “react” to whatever the day/week has in store for us? Blind spots can adversely affect […]
Have you ever built a proposal or recommendation around what you need to sell, rather than the prospects true needs? Maybe some rural faces we can bundle with other boards in town or on the interstate so we can get our occupancy up? Maybe a couple of flips on that […]
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 […]
