– Posted on Sep 25, 2012 by Margie Albert
Ever notice how you performed better for some managers than others? Of course you have. Ever really tried to analyze why? Here are a few possibilities-
- Their communication was concise. You knew exactly what was expected of you and the consequences for not delivering were clear and consistent.
- They listened and, even when you were way off base, they respected you for coming forward.
- They eliminated as much crap as possible. Rumors were squelched quickly, decisions were communicated clearly, issues were tackled and solved, everyone knew the direction of the department/TV station and expectations were spelled out for all. They removed uncertainty.
- They created an environment in which you and your teammates could thrive.
- Ideas were discussed and not strangled.
- They not only allowed fun in the workplace – they initiated it.
- They had the team needed rather than just manage the team they had. They made sure the right people were in the right place or they moved those people to different positions or simply removed them from the station. In other words, people change…or…people change!
- They hired you to do the job and gave you the tools, the freedom and the power to do it. They got out of your way and let you be incredible!
Is this the team you are on or managing? If not, why? If so, well then you are incredible and remark-able! Please tell us about the manager you performed best for and why – would love to hear about it and learn!
– Posted on Apr 24, 2012 by Margie Albert
OK, it’s tough out there. Your owners (shareholders) are demanding improved bottom lines; your General Managers are feeling the heat from above and transferring it below. And we all know what rolls downhill, right? Everyone is feeling it every day, all the time.
Well, guess what? Your advertisers don’t care. They have their own problems! And they are looking to you to help them.
Here are some basic suggestions (frequently violated when under pressure):
- Stop assuming a “no” before you really “know”
- Be prepared, knowledgeable and eager to learn
- Stop talking and start listening
- Don’t be afraid to ask researched questions
- Don’t be afraid to say you don’t know something
- Never cut corners – do your very best on every call, proposal, email
Be honest with yourself –
- Are you spending time preparing for each call? How much?
- Are your questions thought-provoking or blah, blah, blah?
- Are your proposals about you and your station or about them (remember, they only care about themselves)?
- What do you do daily to grow your capabilities and knowledge?
- How valuable are YOU (not your station’s audiences) to your advertisers? Would they be affected if you went away?
Introspection isn’t a fun exercise but we can all improve. Excuses are easy – our advertisers need and deserve the best we can give them every day, all the time. Providing that will make each of us remark-able.
– Posted on Apr 13, 2011 by Margie Albert
Need your help. Here are 6.5 rules for victory in your selling routine- you get to complete the list!
- Do your homework
- Ask well thought out questions
- Focus on customer success
- Be irreplaceable
- Bring creative solutions
6.5 Always –
Please give us some “.5s” to complete this for us! Thanks!!