8-21-13
Beth Coughlin is the VP of Sales for Ed Levine's Galaxy Communications. Luckily for Radio, after 14 years in Television, Coughlin decided radio was the place to be. "Radio was definitely more creative and offered more value for my local client base than television. Creating local promotions/events was definitely a hot button for me and radio was the best place for execution of those types of successful marketing campaigns." Coughlin is one of Radio Ink's Radio Wayne finalists and is competing against several Sales Executives across the country to be named the top D.O.S. in the country. The Radio Wayne awards will take place next month in Orlando at the NAB/RAB Radio Show.
Galaxy CFO Michael Lucarelli says in a short period of time Coughlin has taken the best of what she learned in the television business, inventory management and growing a client base, and merged it with the inherent creativity of radio. "She has truly become a radio professional that wonders now how she ever did it in TV without the creative aspect. When Beth took over the DOS job in 2008, the sales staff was in need of make over. She managed to make the necessary changes, without disrupting a successful sales operation. The net result is that the five year CAGR is 8.2% for net revenue and through the first half of 2013, the local revenue has grown 12.7%. Beth has an incredible knack for being able to see the entire playing field in front of her, while drilling down to the smallest client account. She holds herself accountable everyday, every week, every month, to her staff and her clients. This never wavering attitude resonates with her staff. She is a "do as I do" leader, who leads by example."
Here are our five questions for Galaxy VP of Sales Beth Coughlin
What is the most important quality you look for in your sales team?
Honesty, personal integrity are important qualities. When our stations started out, we were #1 ? when you turned the ratings book upside down! That start up mentality hasn?t changed. I understand that our ratings have improved since then, however, since we don?t subscribe to the ?big? ratings service, I can only confirm those increases in our Eastlan results.
How do you encourage seasoned reps to aggressively go after new business?
This year, we developed a new innovative combined monthly sales incentive. With combined budget hit, everyone shares a pot of money over $15k. Sellers away from the ?me? mentality; ?well, I?m at budget?. This teamwork has led to budget delivery ytd +4.2%.
What characteristics do you look for in hiring a sales manager or account manager?
They have to be creative. Being an entrepreneurial company, a Galaxy employee is creative, thinks beyond what?s been done, and has a sense of humor. Our motto, ?Have fun, make money!?
Beyond media, are there any professions you look to for fresh faces?
We look to bar/restaurant wait staff. A waitress or bartender is on the front line of customer service and has to deal with demanding, drunk customers. We figure, if they can handle them, they can handle our radio clients who are typically sober.
How many client visits do you attend with your sales team on a weekly basis, and what is your objective in doing so? I see clients every day. My objective is simple: Enthusiasm is contagious. From the top down, we have fun in our company and celebrate the wins. With net local revenue up 13%, on average, over the last five years, there?s a lot to celebrate!
Reach out to Beth and wish her good luck in the upcoming Radio Wayne competition. bcoughlin@galaxycommunications.com
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