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October 27, 2014:
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10 Reasons I Failed As A Sales Manager



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(10/18/2011 11:29:04 AM)   Flag as inappropriate content
No Police meetings Bob. I think I stated that in the article. Also...5 minute rapid fire meetings don't take place at 5pm. At some point during the afternoon when reps come back to the company-not just radio stations-or if they're in the field after their calls are made...there's nothing like coaching them and finding out where you can help them. If you need to Police them...something went amiss in the hiring process. Many of our companies have electronic CRM's. Nothing replaces electronics like a good voice from the SM of encouraging words. I don't think there's anything wrong with 1982 though I wasn't in media them.

- Sean Luce
(10/17/2011 11:23:57 PM)   Flag as inappropriate content
Funny! Sean Luce's piece here about radio sales management, sounds like it could have been written in 1982!... Most telling, is Sean's statement that he likes a 5pm "5 minute meeting" with the reps, "on the phone or in person" ...
Nothing like MICRO-MANAGING Sean! And nothing like NOT trusting your salespeople! ps... Ever heard of SalesForce? - BIG companies (not radio stations) use Salesforce with their salespeople, which eliminates the need for petty micro-managing and "police" meetings.

- Bob
(10/14/2011 1:20:11 PM)   Flag as inappropriate content
As a relatively new SM (less than 1 year)I really appreciated Sean's article. To be honest, I could be completely convicted on a couple of these points. Thanks so much Sean!
- Dan Watts


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