From the ScLoHo 2006 archives for #TBT #ThowBackThursday when I was managing a radio station sales staff:
Here are a few items from a guide I wrote last week for my staff. There are a few items that are specific to the radio business, but smart people like you can find ways to adapt it to you and your organization.
HOW TO MAKE MONEY, AND EVEN MORE MONEY…..
PICK A DESTINATION, THEN PLAN HOW TO GET THERE
PART 1 the destination
$2000 A MONTH GROSS PAY ($24,000 a YEAR)
MONTHLY COLLECTIONS OF $13340 X 15%
$3000 A MONTH GROSS PAY
MONTHLY COLLECTIONS OF $20,000 X 15%
$4000 A MONTH GROSS PAY
MONTHLY COLLECTIONS OF $27000 X 15%
$5000 A MONTH GROSS PAY ($60,000 a YEAR)
MONTHLY COLLECTIONS OF $33334 X 15%
PART 2 how to get there
The Sales Process Simplified:
1) Make appointments to meet with money decision makers
2) At meeting, gather ideas for campaign based on their needs
3) Prepare campaign ideas
4) Present ideas, negotiate, and sign them up
5) Service, upsell, renew.
(Then of course there are details and paperwork behind the scenes that have to take place too, but unless you are doing the above, you are just wasting time, money and gasoline)
I have some very important information that I can share with you on how to do the above, but you have to e-mail me.