A majority of Billboard Insider readers think an out of home sales manager shouldn’t have any accounts. Some readers said there are exceptions… An out of home sales manager has keep some accounts so you don’t forget what it’s like to deal with customers. An out of home executive saysI […]
A reader asks, “Should an out of home sales manager have an account list?” The pro’s of having a sales manager handle some accounts are that they are able to lead by example and it keeps them up to date on market conditions. The con’s of having a 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 received three queries over the past week asking about how to compensate sales reps. Some introductory thoughts. An industry rule of thumb says that a small out of home company should pay sales reps no more than 20% of collections. This should be thought of as the upper […]
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 […]
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, […]
On last week’s Billboard Insider podcast out of home sales expert Kevin Gephart talked about a must for sales meetings, how to coach sales reps effectively and whether the company off-site is worth it. Make reps present at sales meetings One of the best tools I’ve ever seen in preparing […]
In my 50+ years of sales, I’ve witnessed all kinds of sales techniques imaginable. Pretty sure I’ve also used most of those techniques. Most of them don’t work! Here’s what works. A first impression. Yep. You have one chance and one chance only to make a first impression. If you […]
