Networking for radio sales professionals from Grace Broadcast Sales.
Yes, Since 2001 I've worked from home selling national radio & TV to direct clients in Ireland.
Focused selling at my own pace. Enjoy the wonder of getting to know new clients and helping with their radio & tv advertising needs. Almost all contact is by phone and email and I keep a tight database so follow up is well organised. Its also a treat to meet clients face to face. All scripts, mp3s, bookings, transmission schedules, billing, payments etc. are done by email. I can also service the business from my smartphone when I'm away from my desk at home.
Sourcing leads is erratic, Some sales efforts can slip past me and end up as "House" accounts & I get nothing! Occasionally the Station does better deals than I am allowed to offer. I occasionally miss the "office banter" but being my own boss is a good trade-off. The recession is killing much of my active client base so I need to find new replacement clients.
I would like some tips in being organised, especially in reference to having a tight database. Thanks.
I worked from home in sales for a 5-station cluster for about five years-loved it. Now (for a different company) I go in every day because I'm asked to do so. Seldom a real need for me to be there as far as sales duties are concerned. Cell phone, email, Google Drive or Dropbox, etc. makes communication better than ever. Clients seem to prefer it also, but none of that replaces face-to-face visits, which we all must do every day to be fully successful.
We launched a radio station about three years ago with the plan of having an "inside" sales department. We quickly ran out of room at the station and let our sales team work from home.
This was NOT the best idea for everyone. Some people CAN do it... some can NOT do it!
If working from home... you have to remember the "working" part. We have added a second office and put in several sales workspaces. The TOP SELLERS are at the station every day! The ones that never hit goals are only there for the mandatory meetings.
If they were SELLING it wouldn't matter where they were selling from... but I think it is easy to get side-tracked when you're not leaving the house.
I work from home as an AE for Muzak. I left radio sales at the end of April after 2 miserable years of being micromanaged.
I LOVE working from home. It does require a dedicated work space and a sales professional who is accustomed to making sales goals and working with a recoverable draw to succeed. But the freedom to plan my week according to what's in my pipeline and the freedom to start early in the morning so that I can get home at 4pm and start dinner is like heaven to me.
I am provided a laptop and iPhone and am reimbursed $100 for internet/phone. All Muzak AE's work remotely from home in their assigned territories. We meet once a month for a sales meeting. Our prospecting tool is for entering new prospects that we are working with and the proposals that we have pitched. Our order entry is online too so there is absolutely no reason for us to report into an office.
The only con is that you do work in isolation from your co-workers, and some people might find that they are unable to perform without daily interaction from their bosses and co-workers.
We think it is very important that all our people are part of our "Team" and take part in all our station events and promotions.
That simply doesn't work if they work from home.
I have allowed it a couple of times during maternity leave and that worked great but it was a short term fix.
Saving on $4 a gallon gas is a big "pro". Getting casual and watching Law & Order reruns is a big "con".
Still, in the computer age, anything from copywriting to e-mail checking can be done from home these days. I start my day on the sofa, seeing what nightmares are waiting for my at the office by checking the e-mails.
But then I get dressed and come in because the station is what I represent and ultimately where I work.
Full time at home doesn't give you the connection you need with management and programing to keep up on just what you are selling.
We can work from home when weather is terrible. Otherwise, I think it is important to come in.
I work from both office and home. Office offers interaction, learning, support. Home offers environment with little distraction., can work longer hours.