Reboot Ride-Along #12: Do Not Watch This - Media Executives Only
For 22-weeks we've been working together to Reboot our media sales career. We've addressed the temptation to overpitch and the opportunity to take shorter meetings. We've looked at some clever ways to raise anticipation and how to maximize the honeymoon phase for a lead we're pursuing. We talked about craving change and even worked through the difference between pitching up and pitching down. We've covered a lot of ground in the five months we've seen each other.
But this week's Ride-Along is NOT FOR YOU! Nope. This week's Ride-Along is for your boss. That's right; it's time your media company invest in your success.
Hey, media executive, you have three kinds of media sales people under your employ. About a third of your sales staff is never going to change. That's right; they're good at selling the old way, and they're going to stick with it -- and that's just fine.
Then there's the 1/3 of your team that does get it. These sales team members are always evolving WITH the new media world. They're creative go-getters, and they're going to be successful no matter what.
Then there's the last 33%. These salespeople show great promise; they just need a little nudge. They're eager to be more successful tomorrow than they are today. They're excited to embrace the new media world, and they're experimenting with new ideas, concepts, and creative selling practices. These people need help. These folks need a Reboot.
Want to know how one day in New York City can transform 1/3 of your sales team's media sales career for the better?
See your team in New York!
To your media sales success,
- Andrew Davis