Earlier this week Billboard Insider announced that Tom Reilly joined Vector Media as the company’s new EVP of Local Sales. We asked Tom to talk about the traits of good sales reps.
How did you get involved in the out of home industry?
Many in the industry, particularly the ad agency community in their planning, consider cinema advertising to be in the OOH arena. In fact at National CineMedia, and Regal CineMedia prior to NCM – we were members of the OAAA. Given that background I’ve been in the OOH business for over 20 years.
Are great out of home sales reps born or made?
When considering a sales representative, what a professional brings to the table in developing value for their organization and their clients, I think there are individuals that inherently have the ability to strike that balance. Those skills are not unique to the OOH industry. When looking for folks that can fill a sales role within our team we’d look for the best athlete – proven sales track record for which those abilities are transferable within any industry.
What are the common traits of great out of home sales reps?
The best sales folks I’ve worked with simply work hard and they work smart. Working hard is their tenacity, they keep moving, never stop at developing a diversified client base. The best don’t just don’t renew business, they keep looking for new sources of business. Working smart is knowing when, no matter how hard you try, your sales solution is not going to be successful for you or your client – then it’s time to move on to the next opportunity because there are always new potential clients which are waiting to be uncovered.
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