Wrapping up our Girls in Gross sales Month episodes are Katelin Tinley, Vice President and Common 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, equivalent to the importance of getting an open and clear relationship along 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 on your staff and on 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 government for WBLI-FM. She spent just a few 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 Common Gross sales Supervisor.
At present, Katelin is the Vice President and Common 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 group affairs, by frequently upholding the core values of CMG; sustaining an interesting, various and inclusive work surroundings whereas reaching optimum cluster efficiency, income, scores, 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 Common 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 company what three to 5 efficiency metrics or main indicators they have 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 instantly, and I believe that’s the tradition general, ensuring that you’ve got a profitable staff and a staff 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 staff appears like they have the help from the assets and the leaders and ensuring that you have a fantastic staff round your prime 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 may get a lot from whether or not it is a cellphone name or an in-person assembly, an e 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 could have along with your product and options?
- Or is it due to the way in which you possibly can remedy an issue and possibly your credibility and the way you have labored with them up to now?
Stephanie mentions how this makes her take into consideration tender measures and arduous measures that we’ve in our organizations. “Fascinated with the connection piece, that is a tender measure, however we all know there could be a arduous measure consequence when we’ve that relationship, and that trusted and valued partnership, and we’re delivering outcomes for shoppers.”
Katelin says she additionally seems to be at complete income, “However beneath that, I have a look at new enterprise and be sure that 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 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 simply do to make sure that is occurring?”
Excessive Priorities for Gross sales Leaders In the present day
When requested what Massive Rocks gross sales managers ought to concentrate on at present, 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. We’ve got gross sales staff members which have a unique number of backgrounds, which is nice for the enterprise. It is an thrilling time for the enterprise!”
“Expertise ranges are very, very completely different too,” he continues. “So we have to have the ability to pivot and alter our fashion to the person who we’re working with as gross sales managers at present. Not all people 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 completely 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 correct high quality conferences. And I believe Covid modified issues, the place issues got here up final minute. So now we discuss quite a bit about ready high quality conferences. We’ve got so many assets and entry to knowledge that we must be belongings to our shoppers, by no means losing their time.”
How the Position of a Gross sales Chief Has Modified
Katelin solutions this query by stating, “Put up 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 along with your data and along with your knowledge and never waste their time.”
“There are additionally extra merchandise, better competitions, and extra distractions. So how do you retain your self centered 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 more durable than ever earlier than. And whether or not that’s for a person contributor as a media advisor or an account supervisor or help employees. I additionally assume when you consider the director of gross sales stage and also you’re hiring new gross sales managers or extra folks on your gross sales division; recruitment has undoubtedly modified. So being intentional, it is sort of kinda again to prospecting when you consider it.”
“I believe that our best accountability as leaders is to faucet folks on the shoulders to find their abilities, to grasp who will make a fantastic chief on your staff and for the long run and for the enterprise. And variety is essential 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 got, or those that you simply’re attempting to achieve. And that’s the best 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!
