Wrapping up our Girls in Gross sales Month episodes are Katelin Tinley, Vice President and Normal Supervisor at Cox Media Group, New York Metropolis, and Jaleigh Lengthy, Vice President and market supervisor at Cox Media Group, Atlanta and Athens.
Collectively, Katelin and Jaleigh share a ton of important observations, reminiscent of the importance of getting an open and clear relationship together with your staff, the ability of going by the shopper journey and figuring out potential issues earlier than the assembly, and the significance of being seen as a useful resource to your staff and to your shoppers to assist information them by disruption.
Tune in now or preserve studying for a short overview.
Girls in Gross sales – Katelin Tinley and Jaleigh Lengthy
Katelin Tinley began her profession with CMG in 2005 as an account govt for WBLI-FM. She spent a couple of years with ESPN-FM earlier than returning to CMG Lengthy Island in 2009 as a Native Gross sales Supervisor. In 2013, she was promoted to Normal Gross sales Supervisor.
At the moment, Katelin is the Vice President and Normal Supervisor at Cox Media Group,
As Vice President and market supervisor at Cox Media Group, Atlanta and Athens, Jaleigh Lengthy leads all station departments, together with programming, promotions, gross sales, digital, engineering, manufacturing and neighborhood affairs, by frequently upholding the core values of CMG; sustaining an enticing, numerous and inclusive work setting whereas attaining optimum cluster efficiency, income, scores, and profitability.
An 18-year business veteran with an in-depth data of each radio and digital, Jaleigh joined CMG Atlanta Radio in 2014 as Normal Gross sales Supervisor (GSM) earlier than being promoted to Director of Gross sales in 2017. Beforehand, she was with South Central Media in Evansville, IN, for seven years as GSM. A graduate of the College of Southern Indiana, she began her media profession in Indianapolis as an Account Government for Susquehanna Radio.
Efficiency Metrics and Main Indicators for Gross sales Departments
Co-host Stephanie Downs asks each friends what three to 5 efficiency metrics or main indicators they have a look at throughout gross sales departments to know they’re on monitor.
Jaleigh begins by saying, “ I might say there’s a few various things immediately, and I feel that’s the tradition total, ensuring that you’ve a successful staff and a staff that’s total pleased with what they’re doing and why they’re doing it and who they’re working with.”
She continues, “I might additionally say exercise, ensuring that the staff seems like they have the assist from the sources and the leaders and ensuring that you have a terrific staff round your high performers and that exercise is on monitor.”
She additionally mentions relationships. “Are they investing sufficient time in these necessary buyer relationships, and what do they should go deeper into these relationships? You will get a lot from whether or not it is a cellphone name or an in-person assembly, an electronic mail or a textual content, or Zoom name, no matter it may be.”
Digging in on what a relationship is like:
- Why does somebody want your assist?
- Why are they coming to you?
- Why are they selecting to work with you?
- Is it due to what you’ve together with your product and options?
- Or is it due to the way in which you’ll be able to clear up an issue and perhaps your credibility and the way you have labored with them previously?
Stephanie mentions how this makes her take into consideration delicate measures and arduous measures that now we have in our organizations. “Excited about the connection piece, that is a delicate measure, however we all know there generally is a arduous measure final result when now we have that relationship, and that trusted and valued partnership, and we’re delivering outcomes for shoppers.”
Katelin says she additionally appears to be like at whole income, “However beneath that, I have a look at new enterprise and make it possible for we’re controlling what we management and bringing in that new enterprise. I additionally have a look at income share available in the market for alternatives there after which actions.”
“What are the standard conferences that we’re happening? What are the standard pitches? And ensuring that these are as much as requirements.”
Tune in now to listen to the solutions to the follow-up query, “How do you monitor tradition? What are some issues that you just do to make sure that is occurring?”
Excessive Priorities for Gross sales Leaders Immediately
When requested what Massive Rocks gross sales managers ought to deal with right this moment, Jaleigh states, “It is gotta be agility. And I feel now we have to grasp and know the place we are able to are available in and assist alongside the way in which. We’ve got gross sales staff members which have a special number of backgrounds, which is nice for the enterprise. It is an thrilling time for the enterprise!”
“Expertise ranges are very, very totally different too,” he continues. “So we have to have the ability to pivot and regulate our model to the individual that we’re working with as gross sales managers right this moment. Not everyone grew up in radio like we did, and taking without any consideration a few of these sorts of ways in which we used to do issues. It simply would not work, and it should not. It is a totally different day, and we have to be extra agile to working with our groups.”
Katelin provides, “We used to speak about high quality conferences and ensuring that now we have the fitting high quality conferences. And I feel Covid modified issues, the place issues got here up final minute. So now we speak quite a bit about ready high quality conferences. We’ve got so many sources and entry to information that we must be belongings to our shoppers, by no means losing their time.”
How the Function of a Gross sales Chief Has Modified
Katelin solutions this query by stating, “Put up Covid, we’re extra digital, and I feel that path to getting again to in-person is longer than we thought it was going to be.”
The position of a gross sales chief has modified simply by it is adjusting to that. “And, folks have much less time. We’re anticipating extra out of everybody. Whenever you’re in that digital area, it is advisable come ready together with your data and together with your information and never waste their time.”
“There are additionally extra merchandise, better competitions, and extra distractions. So how do you retain your self targeted on these priorities with so many extra distractions and so many extra merchandise and specializing in fixing shoppers’ issues?”
Jaleigh provides, “I feel recruitment is tougher than ever earlier than. And whether or not that’s for a person contributor as a media guide or an account supervisor or assist workers. I additionally assume when you consider the director of gross sales degree and also you’re hiring new gross sales managers or extra folks to your gross sales division; recruitment has positively modified. So being intentional, it is sort of kinda again to prospecting when you consider it.”
“I feel that our biggest accountability as leaders is to faucet folks on the shoulders to find their abilities, to grasp who will make a terrific chief to your staff and for the long run and for the enterprise. And variety is vital there. That’s what makes this such a thriving business as nicely. Whether or not it is the communities you serve or the purchasers that you’ve, or those that you just’re attempting to realize. And that’s the biggest accountability for leaders – to exit and outline future leaders.”
For extra recommendation and insights on hiring a brand new gross sales chief and the place the business will go in three to 5 years, tune in now!
