Week of July 31, 2006

Friday 8/4, 2006

Do you still have some game? Just because you became a GM doesn't mean you should not be out in the field doing some CNA's, pitching and closing. You will be amazed how much information you can pick up out in the field and in front of clients. Go out and help close something, it feels much better than pushing paper.

Thursday 8/3, 2006

Follow up on sales calls, ask you're A/E's that have not been hitting budget to take you on some calls tomorrow. This will send a message that you are involved and willing to hold everyone accountable for activity. I guarantee you that the A/E's that avoid you have no calls set up for the week. Ask your sales mangers why there is a lack of accountability for sales activity.

Wednesday 8/2, 2006

Show up at the sales meeting this morning and tell the sales people you want to go on some calls. Ask for volunteers until you get at least 3 calls for today. Your "A" players will take you up on the offer...closing ratio's go up dramatically when the GM visits the client and they love to show off their relationships and ability. You may get a "B" player to step up for a call and your "C" players will look down at their notepads.

Tuesday 8/1, 2006

The production director comes to your office and questions rather the station should be running a spot for XM radio. Are you going to take the money or do the right thing and turn the business down? If the Rock competitor across the street wanted to buy some time on your station would you sell it to them?

Monday 7/31, 2006

Take a walk down the sales hall and visit a few cubicles. Its 4:00pm, are most of your sales people still in the office or have they taken off for an early weekend? You will probably find your over achievers are still there setting up for next week. The underperformers are at happy hour complaining about what a tough job they have.