Has anybody heard any news about how regent is doing in the market? I have heard they have been going through staff changes. Should we be expecting to hear Bill Keeler on Frog in morning drive? I hope he kept one of his toys from his toy drive that didnt happen while wiping the tears from his eyes. ;D
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Whats up with Regent?
- Thread starter Supawiz6991
- Start date
Nick Caplan left Oldiez for Movin' in Syracuse, but that was over a year ago. One of their sales managers also left for that station a few months ago. Other than that, I haven't heard any buzz about any other major departures... nor do I see anyone missing from the air talent listings on any of their websites. Are you talking about changes in general over the past year or so... or more recent changes?
The rank-and-file sales staff has always been about a 50/50 mix of permanent fixtures and "revolving door" positions. Being a smaller market, there's sometimes no choice but to hire folks with little or no sales experience. You might blame it on the fact that newbies usually are given a list of cheap clients who spend very little on radio, while the veterans get all the good ones. But the successful folks figure out it's a matter of branching out beyond that starter list. People who stick to their list and never meet goal are the ones who are gone so quick, you don't even remember their name 2 weeks after they're dismissed.
The rank-and-file sales staff has always been about a 50/50 mix of permanent fixtures and "revolving door" positions. Being a smaller market, there's sometimes no choice but to hire folks with little or no sales experience. You might blame it on the fact that newbies usually are given a list of cheap clients who spend very little on radio, while the veterans get all the good ones. But the successful folks figure out it's a matter of branching out beyond that starter list. People who stick to their list and never meet goal are the ones who are gone so quick, you don't even remember their name 2 weeks after they're dismissed.
BobRoss said:The rank-and-file sales staff has always been about a 50/50 mix of permanent fixtures and "revolving door" positions. Being a smaller market, there's sometimes no choice but to hire folks with little or no sales experience. You might blame it on the fact that newbies usually are given a list of cheap clients who spend very little on radio, while the veterans get all the good ones. But the successful folks figure out it's a matter of branching out beyond that starter list. People who stick to their list and never meet goal are the ones who are gone so quick, you don't even remember their name 2 weeks after they're dismissed.
This applies not only to "small" markets such as Utica-Rome, Bob, but larger markets like Syracuse, Rochester and Buffalo. A friend of mine who works at a successful Buffalo cluster says the standing joke among the on-air and production staff is to wait for the newbie sales pigeons to make it past the first month before introducing themselves and getting to know them. Sounds harsh and it's likely not entirely true, but would it really surprise anybody?
Oh yes, the same joke was in effect in another place I used to work -- except it WAS more of a reality than a joke most of the time. I probably couldn't even remember all of the names that I saw go in and out that door. It was almost like the GM had a template e-mail message for it... "{Full Name} is no longer with us. We wish {First Name} the best of luck in the future."
The ads promising an "above average salary" bring people in, but the sad reality is that not everyone is cut out for sales. I would never even attempt it. I'd much rather know exactly how much I'm going to be making, rather than relying on a fluctuating commission.
The ads promising an "above average salary" bring people in, but the sad reality is that not everyone is cut out for sales. I would never even attempt it. I'd much rather know exactly how much I'm going to be making, rather than relying on a fluctuating commission.
Sales can be rewarding if the sales person has a good list and knows the product and how to position the merits of the product. Problem is, 23 year old newbies don't have a clue about on-location sales. It's a bitch that takes years to master.
Newbies and rookies don't get the needed nurturing and guidance from managers. Why? Because many managers were promoted to SM or GSM because they were great on the street but don't have the chops for mentoring and directing a sales department.
The compensation rates continue to change in most clusters and there's the re-shuffling of lists. How about the personal expense of selling radio? The cost of fuel at $3.30/gal (hope you're driving a hybrid), cell-phone expenses, tolls, auto-loans and auto depreciation. And how about "staying current" (30 days) on collections and picking up the check? It's the hardest part of sales... other than the dreaded charge-backs (when "90 days past-due" becomes "90 days screw you.").
Most experienced sales people keep detailed records of every incurred expense. Rookies usually don't pick up on this. They're living paycheck to paycheck. They don't itemize their taxes and as a result they get taken to the cleaners at the end of the year.
How about "arranging trade outs" for the stations?! Legitimate promotion and programming trade-outs are a pain in the assets. The only thing worse is arranging a trade out for the new GM's Lexus. Sales people get no commission for "selling" trades. It's like "working for free."
Selling in Utica-Rome must be tough as hell these days, but it's not easy even in the larger markets. On the upside, radio still has value. Despite everything the knuckleheads at Galaxy, Regent, Clear Channel, Citadel, Forever, CBS, Emmis, Entercom, etc have done to bastardize and weaken the product, there's still money to be made. "If..."
-9-
Newbies and rookies don't get the needed nurturing and guidance from managers. Why? Because many managers were promoted to SM or GSM because they were great on the street but don't have the chops for mentoring and directing a sales department.
The compensation rates continue to change in most clusters and there's the re-shuffling of lists. How about the personal expense of selling radio? The cost of fuel at $3.30/gal (hope you're driving a hybrid), cell-phone expenses, tolls, auto-loans and auto depreciation. And how about "staying current" (30 days) on collections and picking up the check? It's the hardest part of sales... other than the dreaded charge-backs (when "90 days past-due" becomes "90 days screw you.").
Most experienced sales people keep detailed records of every incurred expense. Rookies usually don't pick up on this. They're living paycheck to paycheck. They don't itemize their taxes and as a result they get taken to the cleaners at the end of the year.
How about "arranging trade outs" for the stations?! Legitimate promotion and programming trade-outs are a pain in the assets. The only thing worse is arranging a trade out for the new GM's Lexus. Sales people get no commission for "selling" trades. It's like "working for free."
Selling in Utica-Rome must be tough as hell these days, but it's not easy even in the larger markets. On the upside, radio still has value. Despite everything the knuckleheads at Galaxy, Regent, Clear Channel, Citadel, Forever, CBS, Emmis, Entercom, etc have done to bastardize and weaken the product, there's still money to be made. "If..."
-9-
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