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ENS on SalesENS on Sales is Wayne's weekly media sales tip. You can signup below to get your free copy in your email every week, and you are welcome to view our archives. To request more information please complete the following form:**All requests are submitted only to Angela and Wayne of ENS Media Inc.**
Job SecurityJob Security in 2009 and Beyond Now more than ever, ‘typical’ media salespeople’s jobs may be in jeopardy.
According to an article in Advertising Age, media-related jobs have been declining for seven years in a row, declining by 3.1% in 2008.
The report goes on to say, “In contrast, advertising and marketing-related jobs have enjoyed some boom times. In fact, marketing consulting jobs are now at a record high.”
For several years now, our ENS on Sales tips and our Guided Discovery Selling Process have been telling you to get out of the media or spot sales business and get into the business of creating marketing campaigns that work for your advertisers.
We always knew this strategy resulted in more long term sales and renewals than selling media packages or hustling spots.
Perhaps letting your Account Executives know that there is increasing demand for the skill sets of marketing consultants versus media people will encourage them to learn their craft. The best media reps ARE marketing consultants and advertising practitioners first and media people second.
Cost of Sale?
I’m often told, “We can’t find good commissioned sales people anymore.”
It’s much like someone who tells me they have their house on the market but it won’t sell.
It WILL sell, but not at the price they’re asking. Everything has a right price.
Finding good commissioned sales people comes with a right price as well.
Our concern over ‘cost of sale’ has led us to forget about the cost of no sale!
In market after market, when I look at local salary surveys, the average top performer in other sales fields, like mutual funds or car sales, earns considerably more than the top performer at the local radio or TV station.
Income isn’t the only reason we have difficulty attracting top sales talent, but it’s certainly one of the hurdles we have to overcome.
For more on attracting great sales people, see the article on our website, ‘Are You Destroying Your Future Top Sellers?’ www.wensmedia.com/content/articles.html
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