Cape Cod Promotes Two In Sales Department

7-21-14

With the departure of Erin Madden, Cape Code Broadcasting has promoted veteran AE Judy Crocker to D.O.S. of the four-station cluster. Melinda Baker, who was the sales operations manager, is promoted to LSM. Crocker will take over sales responsibilities for 99.9 The Q WQRC, Ocean 104.7, Cape Country 104, and Classical 107.5 Cape Cod. It also will include CapeCod.com and the direct marketing program Cape Club Rewards.

CCB GM Bev Tilden said, ?It was very exciting to learn that when Erin decided to go to HubSpot and we began our search for her replacement, that the best candidates to lead our team were already in our company. Judy Crocker?s experience, deep knowledge of clients? marketing needs, and understanding of the Cape Cod market make her the perfect choice to lead our team going forward. Mel Baker has been a cornerstone of our department for years. She?s a knowledgeable coach for our sales team, aiding them in designing effective campaigns using all the platforms of CCB Media.?

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Clear Channel Boston Changes Up Sales Department

6-10-14

Ian Carrera (pictured) jumps from Entercom's WEEI Sports Network where he was GSM to become Vice President of Sales for Clear Channel Boston. And Matt Tilden, who's been with Clear Channel Boston since 2005, is promoted to GSM. Carrera and Tilden will oversee the sales team and sales operations for KISS 108 (WXKS-FM), JAM?N 94.5 (WJMN-FM), Evolution 101.7 (WEDX-FM), and MIA 1430 (WKOX-AM).

Clear Channel Boston Market President Alan Chartrand said, ?I?m looking forward to working with Ian as he takes on this new responsibility. Ian has gained the knowledge and experience needed to take on this new role and he has also developed solid relationships in the market. I know he is excited to help us continue the winning tradition this cluster has built over the years.?

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(HIRING) Pay For Play Is Key In The Sales Department

12-13-2013

In the competitive world of trying to hire top-notch sellers, many companies are adjusting their compensation plans to compete to hire and retain them. Gone are the days of 90-day guarantees to swim or sink. In many cases, broadcasters are hiring outside of media for highly experienced sellers who need a certain level of financial comfort to join their team. They are often "passive" candidates who need to be sold on why to join the station, and compensation is a huge consideration. Regardless of the experience level of the sellers who are being hired, we are seeing more training and investments being made to help them succeed, which is crucial.

In our haste to hire, often some key elements are left out of the offer letter and or job description. It is great that we are seeing these investments to help them grow, but what are we asking in return? We can?t just judge them solely on billing as it will take time to learn the trade, build a clientele, and earn commissions they can live on, so we offer guarantees. I hear over and over that the new hire who has a healthy monthly guarantee does not have a list of items that they need to do to maintain that income. Anytime money is handed over, there needs to be an understanding of what needs to be done to keep earning it. Often, these new hires struggle, so there needs to be a better understanding of expectations and what it will take to build their revenue. Stop assuming they will know or pick it up. If they don?t work out, you need a way to judge what they are doing.

As billing is not a consideration, put together measurable metrics that can be used during this training time. Ideas of metrics can include attending required training and any additional training they can do on their own; completing any online training needed to learn your systems; go on a pre-determined number of ride-alongs with experienced sellers; researching potential clients so they better learn how to prepare to do a CNA; add a certain level of potential accounts to their lists; go on a predetermined number of appointments or have a predetermined number of presentations out.

Not only will it help the station confirm the steps that are being taken by the seller to grow, it also gives the new hire a sense of accomplishment of reaching some goals and so can be used as a motivator.

Laurie Kahn is Founder and President of Media Staffing Network and can be reached at 480-306-8930 or via e-mail at laurie@mediastaffingnetwork.com. Visit the Media Staffing Website www.mediastaffingnetwork.com

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JVC Media Creates Client-Focused Department

7-2-13

John Caracciolo's JVC Media has hired Chad Hallmark and Donna Drake to lead its newly created Client Service Departments. Hallmark will focus on JVC?s brand new Gainesville, Ocala five-station cluster and Drake will work the four JVC Long Island stations. Both take the title, Director of Client Services. 

JVC President and CEO John Caracciolo said, ?With the addition of Client Service Directors in each market, the wealth of knowledge each of them bring to the party, and the level of commitment they bring to the company, this is a win for our advertising clients and our listeners, both Donna and Chad will create new, exciting events and promotions that are fun, local, and very sales friendly. If you had to give these guys a real title, it would be Directors of FUN."

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