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Ad territory management

Ad territory management


  1. newsclips
    Reprinted from July 2014
    ‘Personal Sales Management

    ... In a Challenging Economic Environment’

    Chuck Nau
    In today’s struggling retail environment, selling newspaper advertising , whether online, in paper,
    special sections or niche publications continues to be an ongoing challenge. Coupled with the
    evolving and changing advertising media ( ... consider the internet’s impact on other media!),
    your sales territory or account list management strategies need to change, too!
    No matter the size or scope of your account list or sales territory, the following strategies will
    serve you well in managing and helping you achieve your selling goals. These recommendations
    are based on my experience both in meeting the revenue goals of a newspaper and enhancing and
    maximizing an individual's resources.
    But first, let's step back and clarify our definition of a sales territory or account list. Your sales
    territory or sales territory should be defined in terms of objectives (... what is to be achieved?);
    potential (...type, where, from whom, volume); designed, organized, or structured so that results
    will be achieved (...timeframe and plan of attack); coverage (...will you be able to contact who you
    need to, to get the business); plus, in the case of a geographic territory, what determines physical
    size or location of the area to be covered?
    But wait, you love to sell. You would rather sell than manage your accounts. So do you sell first,
    then manage later or manage first in order to sell your accounts? Ideally, you should manage to
    sell. So, let's examine some strategies to help you chart your course to sales success ...
    • First and foremost, focus your managerial aims. Or put another way, what exactly is it you are
    trying to manage or achieve? Increased revenue? More ad count? Adding or enhancing online
    campaigns? Greater special section participation? Expanded geographic or specific retailer (e.g.
    shopping center) growth? New business or category growth?
    • Enhance your selling time ... by regularly scheduling those activities that allow greater selling
    time while reducing overall expenses. Remember, the best selling situation is face to face client

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  2. • Realistically rate your accounts. Regularly review your account list or sales territory and
    prioritize each account potential both on a short term (30 - 60 - 90 day) and long term
    (6 -12 -18 month) basis, and on a more revenue (+), flat revenue (0), or less revenue (-) growth
    basis. Don't overlook those accounts that are at risk (due to credit limitations, personnel changes,
    competitive changes or market impacts). Note them and give them the 'kid glove treatment' to
    save or maintain the business. What additions do you plan to make to your account list or sales
    territory, in terms of NEW business? Grow your online revenue from BOTH new and existing
    accounts? Much like retailing, if you remain stagnant, 15% to 25% of your business will go away
    in a year.
    • Practice time management. Fine tune again and again. Stop procrastinating and wasting time.
    Know yourself and understand the value of time, using your most productive time during the day
    to be with your clients! Don’t allow your email to become a major distraction. Tell your clients
    and discipline yourself to check-in with your email only at selected times throughout the day.
    • Say NO! Don't allow time to be thoughtlessly given away by you. Good customer service does
    NOT mean never saying no.
    • Organize your information. How? By developing a pitch book. A pitch book ideally is a
    three ring binder and/or its electronic equivalent that contains information on your market,
    your newspaper, your competition plus any data you need to tell and sell your newspaper's story.
    Make sure your information is accessible and presentable ... and current.
    • Delegate and use all available resources ... Everyone at your newspaper is part of your sales and
    marketing team, from top to bottom and bottom to top. Remember, no one can do it all. Keep all
    your newspaper resources in the selling loop, enhance and use them!
    • Insure your personal and professional growth. Don't overlook or abuse your physical,
    emotional, mental, and spiritual needs. Take time for you.
    Maintain a positive attitude, don't dwell on past failures or rejections - use them to build on
    future successes. Network and build professional friendships in your market and adjacent
    communities. Develop peer relationships with other salespeople and newspapers throughout
    the state. Reward yourself by taking care of yourself - Have FUN!!!!!
    Keep fine tuning. Learn from others. Look for those opportunities to excel. Keep changing and
    challenging yourself to take the time to plan and manage so you will achieve selling success.
    ... and remember, something good is going to happen today, look for it!
    © Murray & Nau, Inc.
    Chuck Nau of Murray & Nau, Inc. is a Seattle area based publishing consultant and sales and
    management trainer. He has conducted advertising, marketing, management and sales training
    workshops throughout North America. Comments and questions are welcome and may be
    directed to Chuck via email: [email protected]. or at (425) 603 - 0984.

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