I'm just going to get right to the point. Due to budget cuts and behind the scenes politics at my current station over the last year and a half, I have been pushed to the back burner and been moved from production to board operation. I have asked, and asked about being used more and more now that business is picking back up, but I keep getting brushed off, and I am sick of it!! I've looked back at everything that I have done over the last 10 years in the business, and the one thing I have not done is sales. Now, I have heard over and over about the pitfalls of sales, but I have retail experience, obviously have people skills, am easy to work with, and can learn anything fast. Problem is...I can't get my foot in any Sales doors!! I don't know what else to do but either knock the darn thing down, or just walk away from this business altogether...which I DON'T want to do!! If anyone has any ideas how I can get both my feet in a sales door, please let me know!! PLEASE!!
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Completely Frustrated!! (Trying to get into Sales)
- Thread starter classic1
- Start date
Maybe Paper Bill can help you out.
You should have hundreds of job offers! As a GM, I've had too many owners say no to format ideas because they didn't think they could find good salespeople. Somebody wanting to do sales is RARE!
I know of lots of stations that are looking for willing and teachable salespeople. The problem is likely your station. Can't see the forest for the trees syndrome.
Count on moving from your current station!
Sales is really easy if you think about it. Your job is to earn the client's trust and work for their success. With your knowledge of radio, you bring more to the table and have better insight in creating campaigns for clients than the person who only has sales experience.
Sales can be mentally challenging but if you'll remember the next no means you're so much closer to a yes, you'll do fine.
If I needed someone I'd be wanting to talk to you. My station is brokered.
I know of lots of stations that are looking for willing and teachable salespeople. The problem is likely your station. Can't see the forest for the trees syndrome.
Count on moving from your current station!
Sales is really easy if you think about it. Your job is to earn the client's trust and work for their success. With your knowledge of radio, you bring more to the table and have better insight in creating campaigns for clients than the person who only has sales experience.
Sales can be mentally challenging but if you'll remember the next no means you're so much closer to a yes, you'll do fine.
If I needed someone I'd be wanting to talk to you. My station is brokered.
With my family investment (small station) starting to take off, I'd love to sell for some station within a few hour drive (to check on it, every couple of weeks).. I can sell radio, if I believe in the mission of the station.. Talk to me! "Skip"
GET OUT OF RADIO RUN!!!!!!!
classic1 said:
uhhh, there's this little thing called 'the obama recession.' It means that there are seasoned, professional sales people that are also out of work. Why spend the time to teach a newbie when I can hire from a drawer-ful of qualified people that have dedicated their entire careers to the art of sales.
One problem radio station managers have made is moving on-air people to sales. And we ALL KNOW that on-air people that go into sales do so because their on-air job is gone. But why hire someone who only wants to sell because he 'can't' be on-air, vs someone who has dedicated himself to the profession and art of selling?
Selling is not something you throw a tie on and just go out knocking on doors. Odds are you LOOK like you are a board op. Salespeople need to look like salespeople (professional without being TOLD to look professional) and know how to sell.
Bottom line, you're picking the worst economical AND worst time in broadcasting to want to 'move over' to a sales job.
Pick another industry is the best advise I can give.
bturner said:
This floors me. WHERE in the world are you working? HUNDREDS OF JOB OFFERS???? You can't possibly be serious??? I'll be happy to start forwarding the non-stop calls I get asking if we're looking for experienced salespeople. Me thinks you may not be currently in the role of GM - am I correct?
Really? You doubt I'm a GM now? My last client that bought our airtime downsized because they couldn't find good salespeople.
Times might be tough but a real salesman knows its the relationship and competitive advantage he/she brings to the client's table that sells. People still advertise in down times. To get the dollars you have to get creative and think outside the box.
As for me: on air in 1978...programming, etc. Put in sales in 1987; GM in 1992. Been at this station 17+ years. We're making money.
I'm amazed one poster has more salespeople than he can handle contacting him. You're pretty unique. Most stations are begging for people who can produce revenue for them.
Times might be tough but a real salesman knows its the relationship and competitive advantage he/she brings to the client's table that sells. People still advertise in down times. To get the dollars you have to get creative and think outside the box.
As for me: on air in 1978...programming, etc. Put in sales in 1987; GM in 1992. Been at this station 17+ years. We're making money.
I'm amazed one poster has more salespeople than he can handle contacting him. You're pretty unique. Most stations are begging for people who can produce revenue for them.
Radioho, why are you being so negative towards me? Did you even read the entire post I made? You obviously missed the part where I was Production Director at my station BEFORE I was moved into a Board Op position due to budget cuts. You insult me by saying that I probably LOOK like a Board Op. What does that mean? What does a Board Op "Look" like? Some fat slob in a KISS t-shirt and ripped jeans who sits around pushing buttons all day? I am far from that. I am just trying to pull myself out of a bad situation, get myself on a better career track, and keep from losing my passion for this business, yet you insist on degrading me, and putting me down. People like you make me sick to my stomach. It looks like I'm gonna have to add you to the list of people I WILL prove wrong.
There are two sides to the microphone, and my experience is crossover from sales to on air or vice versa typically does not work. Sales is a profession, often done best by those trained and groomed in that field.
Let me know if you need some pepto for that stomach (because a weak one isn't going to get you anywhere in this biz.) Good luck on the street!
Instead of whining about me being mean, why don't you press bturner for that job - looks like he needs a pro seller. Get it boy get it!
Let me know if you need some pepto for that stomach (because a weak one isn't going to get you anywhere in this biz.) Good luck on the street!
Instead of whining about me being mean, why don't you press bturner for that job - looks like he needs a pro seller. Get it boy get it!
I am somewhat surprised at this posting! A guy who has been down sized or reduced to a board operator and wants to try and better himself is being kind of kicked to the curb. Guess most of the people who have posted here are all well connected in their stations and are pulling in big bucks. Have all of you ever thought about what you might do if your station were sold, changed formats, or had a major downsizing? Where would you be in the final picture. Are you so secure in your job that you are bullet proof? A friend of mine who was employed by a very successful radio station was recently turned out along with twenty plus other members of the staff when the station was sold! Employees were working one day and on the street the next. Put yourself in that position and see if you would not be trying to find a way to upgrade yourself or find employment in a businesss that gets in your blood and flows through your body. Guess some of you have never been in that position .. I have! Hang in there Classic1 and start putting your brain in gear and start learning how to sell. Selling is a far harder game than it seems. There is some great training at RAB.COM that is free.
Radio sales job..... I'll take one, heck, I'll put on multiple hats and take three or four at the same station group and bust my #%*!
Once radio has gotten into the bloodstream it doesn't ever (EVER) go away. I've considered blood transfusions, medication, even surgery & psychiatry but the prognosis doesn't look good.
I've done it all, except engineering, I "aint" that 'mart and waaaaay to impatient.
Once radio has gotten into the bloodstream it doesn't ever (EVER) go away. I've considered blood transfusions, medication, even surgery & psychiatry but the prognosis doesn't look good.
I've done it all, except engineering, I "aint" that 'mart and waaaaay to impatient.
You won't make any money in sales anymore. Look for a different line of work. Nobody wants to pay anything
radioho said:
My experience is the exact opposite, ho. Granted, my previous employer may have lucked out by having 3 sales people on staff that each had on-air experience, but it seemed that their knowledge of the operations side (knowing formatics, production, demographics, etc.) combined with their people skills really excelled them on the marketing side...plus they seemed to be more long-term since they were used to the lower than average wage that is made in radio sales compared to sales in other fields. In addition, roughly half of the marketing professionals that I worked with did well while the other half couldn't hold their own and had to be terminated. Even the best of the best stuck around, on average, about 2 years before wising up and realizing that more money could be made in another profession.
I guess it all depends on the person or the company who's looking to do the hiring. Back when I used to pick resumes for interviewing when I wore the dual hat as OM and HR Manager (among other things), I would first look at experience on the resume. Those with radio sales experience got first dibs, followed by sales professionals, then those with radio experience that wanted to make the transition. For the latter especially, I would read their cover letters, and if the potential candidate showed a desire to learn sales, demonstrated that they wanted to stick specifically to sales—not use it as a buffer between on-air gigs, and showed a well-rounded knowledge of the product they were selling as well as who it catered to, then I would initiate the first round of interviews. If I liked them, they would get to interview with the GM and the GSM.
My suggestion Classic1, write yourself a solid cover letter and show how determined you are to make the transition…and be positive throughout. Mentioning your reduction in hours, etc. could ruin your chances at being considered. Plus, when writing your resume, demonstrate the highlights of each job—not the lowlights. Focusing on the bad, albeit honest, will find your resume in the EEO drawer in the “Resume On-File” folder instead of in the hands of the interviewer.
Apollo7979 said:
You bring up valid points Apollo, but the 'buffer between on-air gigs' is key. They're looking for the sales job because they see their $8/hr job is going nowhere and they see the suits getting the well-earned sales commissions. They usually don't understand the hours/pressure/dedication a quality salesperson brings to the job. They see the salesguy having coffee in the morning and thinking "man, that guy gets to run around and do nothing all day, then come in the station and just hang around, must be nice!" It's usually not the case of course.
Apollo7979 said:
Do you put a guy on-air with no experience that only wanted the job because he COULD NOT SUCCEED in any other aspect of your business? Do you hire a salesman with no experience who only wants to sell because he can't make it on-air? If you're a small market like Rushville (no offense) or the like and only need a guy to sell a few sales per month sure, but not when it comes to dealing with mid markets and big money.
nuffsaid said:
In his initial post he states: "I have asked, and asked about being used more and more now that business is picking back up, but I keep getting brushed off, and I am sick of it!!"
WHY would a GM NOT hire a person willing to sell? Uh, maybe the GM doesn't think he's qualified! There are a LOT of board ops out there that can barely speak properly, much less sell. Maybe his boss sees that. Maybe not. But I'm not giving someone the go-for-it speech if they're asking me to be honest.
And it takes a thick skin to sell because the one thing a salesman does more than sell ... get rejected!
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