Each year we set new resolutions for personal and professional growth. Here are four ideas ad sales reps may want to consider in 2013.
1. Embrace Your Ratios: Knowing your call to close ratios is a comforting number. It is a number you can work from to stay on track towards your budget. Determine for yourself how many calls you need to make to get a meeting. Then, determine how many meeting you need to have to get to a closed deal. From there you can figure out your call to close ratios.
2. Change Your Patterns: If you do what you’ve always done, you’ll get what you’ve always gotten. For changes to be of any true value, they’ve got to be lasting and consistent. What are you doing that is not yielding you the results your desire. Perhaps you are not getting calls back from voice mails left… change the way you leave your voice mails.
3. Critical Questions Rule The World: What are the 5 questions you need to ask each client to get to a point of mutual understanding? These questions are different for each ad sales rep and each media company. So, write down the 5 you use often and then share with your sales team. Ask them to do the same. One question that is old, obvious and does not set you apart from the crowd is, “Tell me about your media plan for 2013.”
4. Personal Growth Is Critical. Your personal development must be constant and never ending. What will you do to start the new year strong? I plan to read one business book per quarter? What about you? What about watching one webinar per quarter. You need to set up a personal growth plan for yourself and stick to it.
As old fashioned as it might sound, write down your goals; personal and professional. Put them in a place you will see them often. Then, more importantly, place reminders in your Google or Outlook calendar to remind you of these goals. Frequent reminders are key. Most new years resolutions fail in 30 days or less. Make it past the first month and your are golden.
Best of luck in 2013!
About this blogger: Ryan Dohrn is an award wining ad sales training coach, a nationally recognized internet sales consultant <http://ryandohrn.com> , international business speaker <http://businessspeakerpro.com> and is the President and founder of 360 Ad Sales Training, a boutique internet revenue consulting <http://ryandohrn.com> firm with a detailed focus on ad sales training, internet consulting and media revenue generation. Internet consultant <http://ryandohrn.com> and business speaker <http://businessspeakerpro.com> Ryan Dohrn travels the globe teaching media sales training classes and offers detailed coaching help to business owners and media companies looking to make money online.
Ryan R. Dohrn
360 Ad Sales Training and Strategy
Brain Swell Media LLC
Follow him on Twitter.com/ryandohrn <http://twitter.com/ryandohrn> for daily tips and advice.