Steps to Keep Your Media Sales Fit

Sep 4, 2014 12:59:06 PM / by Kitty Malone

meeting your media sales goals Keep putting one foot in front of the other to reach your goals!
Foot race, Dawson City, Yukon Territory, c1900. Notman Photographic Archives, McCord Museum.

Whether I am dressing up to go to a nice dinner, wearing business attire, or just in my jeans, I can be found sporting that tell-tale little teal colored rubber bracelet with the tiny flashing lights on my left wrist.

Those not yet in the club wonder why I wear this rubber eyesore next to my platinum bracelets. Those who sport them acknowledge each other, and can’t help but talk success and strategies. We are all slightly obsessed with our Fitbits.

In recognition that the majority of our time is spent on the phone and at a computer, my company, Efficio, bought Fitbits for any employee who wanted one. Our Fitbits are linked to our computers and to a dashboard that shows us a wide variety of measurements. We formed a group so we could have friendly (most of the time) competitions, cheer each other on, and push ourselves to fit a few more steps in our day. Many of us log on several times a day to see where we stand (or walk, as it were).

We seem to be a nation that loves information, loves measurement, loves competition, and to be pushed to succeed. Yet, in media sales, so many run away from all of that. The media software system I work for is no different than the self-measurement of Fitbit, yet, many sellers don’t want to face where they stand, what their goals are, what they need to do to hit them, and to measure a variety of aspects of their jobs. Use the systems you have to get where you need to be:

  • Set a goal. It might be 10,000 steps and it might be $10,000. Whatever it is, know it, own it, and don’t make excuses for not hitting it.
  • Set several mini goals. A goal can be a piece of the overall goal, or it can lead you to this goal or a higher goal. In fitness, it might be miles, it might be active minutes, or it might be water or calorie intake. In the media sales world, it might be digital, NTR, new business, face-to-face weekly calls, new business calls – all of these are measurable and will lead to you hitting an overall goal. They will also let you win in a certain area – you can be the digital leader or the new business queen!
  • Rely on your team to keep motivated. We have people at Efficio who go out for late night walks just to stay ahead of another person in steps. We have started walking around during conference call meetings. The result is that we are moving more and getting healthier. Don’t be afraid to see where you stand in your billing. If you are at the top, it may spur you to make a few more calls to guarantee you stay there. If you strive to be higher on the ladder, it may inspire you to focus on new business or become creative in your solutions for your customers. And cheer a teammate when they cross a goal line, as you are all striving for the same thing.
  • Use technology. It’s a high tech world. This little device on my wrist not only tracks my steps, but my sleep patterns. It can be an alarm to gently wake me, and seamlessly sends all that information to my computer. If you have a CRM system to monitor your billing, pending, and activities, use it to save you time and to see where you are to your goals. If you have a Yield system to manage station inventory, rely on it to see what rates you will have to charge to get where you need to be. Fitbit is a tool for me. It isn’t watching over my shoulder to scold me if I do 9,999 steps. Your CRM is a tool for you to show you where you stand. YOU decide if you are going to do something to get that one more dollar or one more call you need to hit your goal.
  • Monitor in real time and monitor often. I am constantly tapping my little rubber bracelet to see how many steps I have taken and how many I have left. I can’t wait to log my swimming and running activities, as I proudly watch my numbers go up. If I find I am not where I need to be in steps in the middle of the day, I know I have to plan a walk for later. The same is true in media sales. Check your billing to goal often. Proudly put in your pending. If you aren’t where you need to be, plan to do something about it.

By using your tools, you can set, monitor and reach your goals. It is good for your health and the health of your stations.

By Kitty Malone, Efficio Solutions Manager of Client Services

Tags: customer relations management, media sales, using technology, CRM, yield management, media sales analytics, Blog

Kitty Malone

Written by Kitty Malone

Director of Customer Service