Media Info Bureau

It’s safe to say we are living in the era of the smartphone. Listeners are tuning in on-the-go more than ever before and Mobile has become too big for any advertiser or broadcaster to ignore. This is a good thing for both stations, advertisers and audiences; there is now the ability to tune in with audiences wherever and whenever in a powerful, relevant way.

If you read my blog often you know that I am really big on having a process for everything. Why? First, most sales people thrive when structure is present. Second, I am a roll with the flow kind of guy and I recognized long ago that randomness kills my ability to be a raging success. So, as I looked to refine how I host my sales calls, I looked for a simple, repeatable pattern of success. I found that pattern when I changed my typical sales call into small defined segments. I soon realized I could host a really solid sales call in 10 minutes or less. Because most sales people lack a process when they make sales calls, this simple approach really boosts confidence and creates a plan for success. Plus, it also stops those long, boring sales calls that result in little more than a request for a blind proposal that often goes nowhere. In my ad sales training workshops I teach what I like to call “The 10 Minute Sales Call”.

You may find it interesting to note that an MIT study on what motivates people concluded that money is not the best motivator. Researchers concluded that once a task went beyond rudimentary skills, like assembly line work, money was not a key motivator towards increased performance. Once the skill required moved into cognitive skills like sales, there were three factors that "truly" motivated the test subjects; autonomy, mastery and purpose. I heard author Daniel Pink talk in detail about this subject and it inspired me to dig deeper and ask if the MIT findings also applied to managing younger sales people. I found that these three motivators applied to nearly every sales rep I have managed that was born after 1982. Experts refer to this age group as the "millennial generation".

This is the summer of copyright – as seemingly every government