No matter the size of the media company, one universal truth of sales failure is lack of formal accountability within the sales team.  When I mention the word you can see managers get red and sales people get fire in their eyes.  But why?  When did accountability become such a…

If you read my blog often you know that I am really big on having a process for everything.  Why?  First, most sales people thrive when structure is present.  Second, I am a roll with the flow kind of guy and I recognized long ago that randomness kills my ability to be a…

There are hundreds of factors that contribute to being a great ad sales manager.  There are ten common "traits" I have observed in highly effective ad sales managers.  When I am hosting ad sales management training we spend considerable time looking into each of these "traits" to refine them or find them…