broadcast | Margie Albert

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Is Your Sales Department Structured to Meet Customer Demands?

– Posted on Feb 12, 2010 by Margie Albert

I’ve been working with a couple of clients on employee assessment and sales department structure lately. It is fascinating to me and I love it!

Here are some questions for you –

Is your sales department structured to meet customer demands?
Which customer? The small direct clients require far different skills from the “cost per pointer sisters.” And what about the accounts that truly want us to help them grow and sell? Those are the accounts with tremendous up sell potential.
Are you asking your AE’s to handle them all or have you diagnosed OBJECTIVELY who will perform best with whom? The key is objectivity.
Have you invested in employee assessment tools or are you relying on gut?
How are you analyzing your staff and structure?
What changes would you like to make?
What’s holding you back?

We would all like to hear your thoughts.

Communities – the New Broadcast “Audience”

– Posted on Feb 02, 2010 by Margie Albert

Watched the Grammy’s on TV the other night with approximately 50 people I’ve never met. What’s the trick?

I had my BlackBerry Twitter app Seesmic going at full speed. The comments were flying, the reviews ran the gamut of awesome to awful and I can absolutely tell you CBS did a horrible job of promoting the 3-D glasses needed to watch the Michael Jackson Tribute! No one seemed to know about that!!

Being out West, I knew what was coming such as the outrageous Pink performance and the frequently censored rappers. I was completely engrossed like never before in watching the Grammy’s. I made my comments and many of us responded back and forth – a real conversation. I watched the entire broadcast because the tweets kept me engaged. It was an entirely different experience. In fact, it was an interactive TV experience.

The same goes on during even less well-known shows that have smaller but loyal audiences now known as “communities”. These communities give us a new sense of belonging and a feeling of empowerment.

Are you part of your own community or are we just “audience” to you? How do you join the conversation?

Can Dogs Climb Trees?

– Posted on Jan 29, 2010 by Margie Albert

One of the big areas of concern in TV stations is the structure of the Sales Department. Should AEs be working with every type of customer and trained to sell all products or should AEs be segmented by types of clients and products? Lots of questioning but, for the most part, TV Sales Departments are organized today the way they were 20 years ago.

A thought –

You can provide training all day long to dogs as to how to climb a tree. You can show them cats climbing trees and how they do it, you can surround dogs with cats and trees in hopes the dog will catch on, or you can scold the dog for not climbing the tree until the dog is beaten into submission and runs away. Why not place the dog in a yard with a bone and let the dog bury the bone instead? Dogs are really good at that.

Get it? Comments…

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