IBO Enterprise Manager, Becky Smith, will be hosting another on line Webinar. Here are the details: Selling more OOH faster during a recession synopsis Experience is a great teacher, but the tuition is way too high! Because there is a lot of valuable historic data on the effects of […]
We received several comments on last Friday’s gifts for out of home clients post Grey Outdoor owner Grey Vick says restaurant or coffee cards are good. Every year we send gift cards to clients around Christmas from other local customers businesses to support them just like your story here. We sent […]
What’s a reasonable figure for revenue per employee or revenue per sales rep at your out of home company? Looks like the three US public companies average $560,000 in annual revenue per employee and $1.8 million in revenue per sales rep. Billboard Insider is surprised that OUTFRONT’s revenue per sales […]
Several Billboard Insider readers disagreed with our post last week suggesting commissions should be based on collections. An out of home founder says this: “Commissions should be paid upon billing, and not time of sale or at collection. A good comp plan provides instant gratification. When an AE sells last minute […]
Lamar has started an out of home podcast called Digital and Dirt. Some highlights from Ian Dallimore’s interview with Lamar CMO Tommy Teepell On an early OAAA presentation contrasting out of home with radio and newspapers and TV. I come out there and I am getting blown away by stuff […]
By Kevin Gephart Part of being a good out of home sales rep is knowing when and how to turn up the heat on an account. Here’s a sequence of collection letters which does that in a thorough and direct way. AFTER 45 DAYS: Dear (client): Thank you very much […]
Highly effective sales meetings require critical management self-examination: a.) would you attend your sales meetings if it wasn’t required? b.) consultants determine everything they need to know about a sales team by attending a sales meeting, what does your sales meeting say? These meetings belong to your team, not you. […]
Most of your sales staff should be composed of generalists but having a couple of key specialists in advertiser categories can be very profitable. Newspapers have practiced this for years. Muscle-build your sales team with 1 to 3 key specialized sales reps. Strategically identify and target your top five advertiser […]
High performing out of home sales reps use all the sales tools at their disposal. One under-utilized tool is management involvement in the sales process. Including your manager in important presentations/sales calls isn’t a sign of weakness, rather the opposite; it demonstrates you are prepared, confident, and smart enough to […]
By Kevin Gephart My post on Handling Handling Collections During a Disrupted Market generated this question from a reader. I have a client that has had a perm’d billboard for a while. Because this past year was especially rough they have fallen behind in payments and their annual contract is […]
