Wrapping up our Girls in Gross sales Month episodes are Katelin Tinley, Vice President and Basic 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, similar to the importance of getting an open and clear relationship together with your workforce, the facility of going by the shopper journey and realizing potential issues earlier than the assembly, and the significance of being seen as a useful resource in your workforce and in your shoppers to assist information them by disruption.
Tune in now or hold 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 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 Basic Gross sales Supervisor.
Presently, Katelin is the Vice President and Basic 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, various 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 Basic 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 Govt 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 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 immediately, and I believe that’s the tradition general, ensuring that you’ve got a profitable workforce and a workforce that’s general 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 workforce looks like they have the assist from the sources and the leaders and ensuring that you’ve an ideal workforce round your high performers and that exercise is on observe.”
She additionally mentions taking a look at 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 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’ve together with your product and options?
- Or is it due to the way in which you may remedy 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 gentle measures and exhausting measures that we’ve in our organizations. “Desirous about the connection piece, that is a gentle measure, however we all know there could be a exhausting 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 to be like 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 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 occurring?”
Excessive Priorities for Gross sales Leaders Right this moment
When requested what Massive 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 will are available and assist alongside the way in which. Now we have gross sales workforce 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 got to have the ability to pivot and regulate our model to the individual that we’re working with as gross sales managers at this time. 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 totally different day, and we have got 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 speak quite a bit about ready high quality conferences. Now we have so many sources and entry to knowledge that we should 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, “Publish 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 function of a gross sales chief has modified simply by it is adjusting to that. “And, individuals have much less time. We’re anticipating extra out of everybody. Whenever you’re in that digital area, you have to come ready together with your data and together with your knowledge and never waste their time.”
“There are additionally extra merchandise, higher 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 assist employees. I additionally assume when you consider the director of gross sales stage and also you’re hiring new gross sales managers or extra individuals in your gross sales division; recruitment has undoubtedly modified. So being intentional, it is type of kinda again to prospecting when you consider it.”
“I believe that our best duty as leaders is to faucet individuals on the shoulders to find their skills, to grasp who will make an ideal chief in your workforce 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 shoppers that you’ve got, or those that you just’re attempting to realize. 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!
