One thing that would surely keep you awake at night would be an accurate calculation of the percentage of time your salespeople spend in front of legitimate prospects each week. You may think the number is north of 50%, but if you could really track it with a high degree of accuracy, you would …

In 17 years of media sales consulting, I have observed three issues that seem to rear their ugly heads repeatedly. As radio retools toward The New Radio Model with a focus on generating higher revenue, these three obstacles must be overcome:
1. Too many rookie salespeople don’t succeed.
2. Managers want their people to make more face-to-face calls.
3. Veteran …