I just returned from the NAB Small Market Exchange. Here are some observations I’d like to share with you. But first, let’s set the background:
- The Broadcast business is scary. We can’t predict the future based on historical, we remain dependent on automotive spending and consumer consumption of information is changing quickly
- Finding good Account Executives is very difficult in all markets big and small
- Motivating our current TV Sales staff is challenging at best
- Just when we think the pressure has peaked we experience a new pain threshold
Yet, here’s what I experienced at NAB – while recognizing the many deep challenges we face we remain upbeat! Why?
The atmosphere was not gloom and doom. It was positive! It was all about “what are we gonna do about it.” And the best part was it was authentic! The huge, multiple elephants in the room were recognized but the focus was to reinvent where necessary and reinforce where needed.
Finding good people hard to find? Look where we haven’t looked before – event planners, restaurant servers, and small business owners forced to close. Use Social Networks.
If commissions sales consistently scare candidates off consider changing your pay plan. You aren’t going to change the generation! Do whatever it takes (not whatever it took) to get these good people.
Motivating your staff? Ask them! Most good sales people today do not want to be managed and their definition of that may be different from ours. We may have to make some changes regarding hours, environment, culture and even reporting processes.
The bottom line – it’s all about ATTITUDE. Are YOU motivated to make some changes, recognize what is working and change what isn’t? It falls on all of our shoulders – no pawning off the responsibility! If attendees in Austin are any indication I am confident we will all see some brilliance in the coming year. Let it come from you!