I own the six station Monticello Media cluster in Charlottesville. We are doing well and I would like to add salespeople. I would think that the pool would have expanded from all of the layoffs in the industry. What is the best way to find good candidates on the beach??
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What's the best way to find good radio salespeople?
- Thread starter GeorgeRReed
- Start date
Personally, I would try some social networking.
No cost, and I've found it to be an easy way to stay in contacts with not just friends (Facebook), but investigate possible business partners and employees.
Definitely get on Linkedin. Network with as many people as possible. Do searches for salespeople from other radio companies and even firms that have gone under (Circuit City, LandAmerica, etc).
Looking at the resumes on profiles, you may be surprised at the gold nuggets you might be able to uncover. Good luck!
No cost, and I've found it to be an easy way to stay in contacts with not just friends (Facebook), but investigate possible business partners and employees.
Definitely get on Linkedin. Network with as many people as possible. Do searches for salespeople from other radio companies and even firms that have gone under (Circuit City, LandAmerica, etc).
Looking at the resumes on profiles, you may be surprised at the gold nuggets you might be able to uncover. Good luck!
Thanks. Great ideas!
George, you have one of America's great universities there on the west side of town, and another excellent school--JMU--on the other side of the ridge. Our company is in a similar circumstance and we've had much success recruiting from our local universities. I'm not familiar enough with either UVA or JMU to know the specifics of their respective communications, media or marketing (business) departments, but graduating seniors often desire to stick around--college towns are great places for 22-year olds--and the chances of finding some who are intelligent, ambitious & charming are very high (compared to non-college towns).
Our local university has a great course in media sales, taught by sales management pros, and we've hired several great performers from that class over the past five years or so.
Our local university has a great course in media sales, taught by sales management pros, and we've hired several great performers from that class over the past five years or so.
Thanks a lot. Good ideas all!
T
TarlekInSales
Guest
Another good way would be to actually reply to the resumes you receive.
A friend of mine sent a resume a few weeks ago but has not heard from your company.
A friend of mine sent a resume a few weeks ago but has not heard from your company.
George, do you want "sales people" or "good producers?"
Probably good producers.
Being successful as you are, my thought would be to keep developing a farm system. Instill in your inside staff their importance in whatever job they do ... and let them know that their paycheck depends ... on how well the stations do on the street and in the businesses you serve.
Let them know that being in "sales" isn't like coming face to face with the boogie man. Let them know how good a job they do ... so that they can go with your sales team and call on some clients ... and find out exactly what "business" thinks of them ... and your radio stations. Encourage them with "bonus" pay to their paycheck, that they, too, can be a part of another dynamic part of your radio stations ... sales.
Then, develop them not as salespeople ... but as buyers. I learned how to do that before I owned a station. I hated to sell ... but I loved to buy. And it was a hell of a lot easier when I learned at the hands of people who cared about my future ... as they cared enough to put their future success in my hands IF I was willing to be part of "the other side".
And it worked.
I believe in all of the social networking posts. But for me, finding interesting people who love radio and love being among people and the challenge of actually helping clients succeed, so they'll buy from you is the fun part.
My best prospects have been local waitresses. School office staff. Retired teachers. People who can communicate, have social graces, have had adversity and know what it is to get rejected and face difficult challenges and people. People who "think" before they "sell spots."
Yeah ... I took good care of them in training. And most of them made me equally successful ... and proud, I might add.
The worst ... people looking to make a fast buck at any cost. And people who's first question out of the box was "How much does the job pay?"
My answer, usually in the form of the first question, is "What would you like to earn being here?" And the follow up ... how do you think you can do that for both of us?
Those with no answer were not good candidates. Those who could answer while standing on their feel got the job.
Some interesting questions and answers through the years, I might add ... and from genuinely nice people.
Incidentally, as a owner/manager ... I also did airshifts, usually morning drive ... and it was a kick "getting people to buy" that, because it was a lot easier selling myself. So, I had a couple of things going for me ... a desire to do the best on air and an ability to translate that into dollars for myself and for my station(s). Soon, other air staff learned the same thing and I had a built in sales department of both on air people and "back office" sales people. And we made GREAT money.
And, sure, there were those "I hate you sales weasels ... but where's my check?" kind of people once in awhile. But, fortunately, they ended up working for and failing with the competition.
Continued success, George. A great topic you've brought up ... from a beautiful part of the country. Best wishes.
Probably good producers.
Being successful as you are, my thought would be to keep developing a farm system. Instill in your inside staff their importance in whatever job they do ... and let them know that their paycheck depends ... on how well the stations do on the street and in the businesses you serve.
Let them know that being in "sales" isn't like coming face to face with the boogie man. Let them know how good a job they do ... so that they can go with your sales team and call on some clients ... and find out exactly what "business" thinks of them ... and your radio stations. Encourage them with "bonus" pay to their paycheck, that they, too, can be a part of another dynamic part of your radio stations ... sales.
Then, develop them not as salespeople ... but as buyers. I learned how to do that before I owned a station. I hated to sell ... but I loved to buy. And it was a hell of a lot easier when I learned at the hands of people who cared about my future ... as they cared enough to put their future success in my hands IF I was willing to be part of "the other side".
And it worked.
I believe in all of the social networking posts. But for me, finding interesting people who love radio and love being among people and the challenge of actually helping clients succeed, so they'll buy from you is the fun part.
My best prospects have been local waitresses. School office staff. Retired teachers. People who can communicate, have social graces, have had adversity and know what it is to get rejected and face difficult challenges and people. People who "think" before they "sell spots."
Yeah ... I took good care of them in training. And most of them made me equally successful ... and proud, I might add.
The worst ... people looking to make a fast buck at any cost. And people who's first question out of the box was "How much does the job pay?"
My answer, usually in the form of the first question, is "What would you like to earn being here?" And the follow up ... how do you think you can do that for both of us?
Those with no answer were not good candidates. Those who could answer while standing on their feel got the job.
Some interesting questions and answers through the years, I might add ... and from genuinely nice people.
Incidentally, as a owner/manager ... I also did airshifts, usually morning drive ... and it was a kick "getting people to buy" that, because it was a lot easier selling myself. So, I had a couple of things going for me ... a desire to do the best on air and an ability to translate that into dollars for myself and for my station(s). Soon, other air staff learned the same thing and I had a built in sales department of both on air people and "back office" sales people. And we made GREAT money.
And, sure, there were those "I hate you sales weasels ... but where's my check?" kind of people once in awhile. But, fortunately, they ended up working for and failing with the competition.
Continued success, George. A great topic you've brought up ... from a beautiful part of the country. Best wishes.
Pay them decent, not just commission.
Tony DeNicola / VP
WODI AM 1230
Brookneal, VA 8)
Tony DeNicola / VP
WODI AM 1230
Brookneal, VA 8)
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