Wrapping up our Ladies 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, comparable to the importance of getting an open and clear relationship together with your crew, the facility of going by the shopper journey and understanding potential issues earlier than the assembly, and the significance of being seen as a useful resource to your crew and to your shoppers to assist information them by disruption.
Tune in now or hold studying for a short overview.
Ladies in Gross sales – Katelin Tinley and Jaleigh Lengthy
Katelin Tinley began her profession with CMG in 2005 as an account government for WBLI-FM. She spent a number 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 present, 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 surroundings whereas attaining optimum cluster efficiency, income, rankings, and profitability.
An 18-year business veteran with an in-depth information 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 visitors what three to 5 efficiency metrics or main indicators they take a look at throughout gross sales departments to know they’re on observe.
Jaleigh begins by saying, “ I might say there’s a few various things straight away, and I believe that’s the tradition general, ensuring that you’ve a successful crew and a crew that’s general proud of 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 crew appears like they have the help from the sources and the leaders and ensuring that you have a terrific crew round your high performers and that exercise is on observe.”
She additionally mentions relationships. “Are they investing sufficient time in these essential buyer relationships, and what do they should go deeper into these relationships? You will get a lot from whether or not it is a telephone name or an in-person assembly, an electronic mail or a textual content, or Zoom name, no matter it is perhaps.”
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 gotten together with your product and options?
- Or is it due to the way in which you’ll be able to resolve an issue and perhaps your credibility and the way you’ve got labored with them previously?
Stephanie mentions how this makes her take into consideration smooth measures and laborious measures that we’ve in our organizations. “Desirous about the connection piece, that is a smooth measure, however we all know there generally is a laborious measure end result when we’ve that relationship, and that trusted and valued partnership, and we’re delivering outcomes for shoppers.”
Katelin says she additionally appears at complete income, “However beneath that, I take a look at new enterprise and make it possible for we’re controlling what we management and bringing in that new enterprise. I additionally take a look at income share out there for alternatives there after which actions.”
“What are the standard conferences that we’re occurring? 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 observe tradition? What are some issues that you just do to make sure that is going on?”
Excessive Priorities for Gross sales Leaders At the moment
When requested what Huge Rocks gross sales managers ought to give attention to at this time, Jaleigh states, “It is gotta be agility. And I believe we’ve to grasp and know the place we are able to are available and assist alongside the way in which. Now we have gross sales crew members which have a distinct 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 alter our model to the person who we’re working with as gross sales managers at this time. 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 we’ve the best high quality conferences. And I believe Covid modified issues, the place issues got here up final minute. So now we discuss lots about ready high quality conferences. Now we have 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, “Submit Covid, we’re extra digital, and I believe 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. Once you’re in that digital area, you might want to come ready together with your data and together with your information and never waste their time.”
“There are additionally extra merchandise, higher 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 believe 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 help workers. I additionally assume when you concentrate on 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 undoubtedly modified. So being intentional, it is sort of kinda again to prospecting when you concentrate on it.”
“I believe that our best duty as leaders is to faucet folks on the shoulders to find their abilities, to grasp who will make a terrific chief to your crew and for the long run and for the enterprise. And variety is essential there. That’s what makes this such a thriving business as properly. Whether or not it is the communities you serve or the shoppers that you’ve, or those that you just’re attempting to achieve. And that’s the best duty 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!
