August 3, 2020, Issue 716
Sales: Managing In A Pandemic
Declines in cume and share, shifts in TSL, cancelled events and furloughs have impacted programming teams, but how have those same challenges affected sales staff and management during the ongoing pandemic? Market Managers, GMs and GSMs tell Country Aircheck how their teams are battling back against significant losses in revenue, shifting key client categories, business closures and a lack of traditional, sellable event-based promotions. Since mid-March, most sales teams have been working remotely, but the lack of daily in-office banter and routine sales meetings have not been the only hurdles to overcome. In-person client meetings, brainstorming sessions and cold calling have also all but been eliminated. But, as with most facets of the industry, video conferencing software has come to the rescue. “Technology cannot replace the social nature of a face-to-face call, but it does make the interaction more effective and meaningful than a phone call,” says Beasley WXTU/ Philadelphia GSM Rob Keegan. “Zoom Rob Keegan also allows us to take cues from our clients’ body language.” Say Cheese: The conferencing platforms have also assisted managers in connecting with their teams and maintaining a sense of normalcy for staff and clients, but that only goes so far. “If you ever read the book Who Moved My Cheese, you know all about the change cycle and helping clients get through that cycle as quickly as possible so they can Dan McKee move forward,” explains Summit/Knoxville GSM Dan McKee. “Some businesses get stuck in their tracks while others see new opportunities quickly. (continued on page 7)
Sweet Dreams Are Made Of Teas: Big Loud’s Jake Owen (c) sends a “Homemade” lunch from Arnold’s Country Kitchen in Nashville – complete with “sweet tea” and a plaque – to the recent No. 1’s songwriters. Pictured (clockwise from top left) are Ben Goldsmith, Drew Parker, Bobby Pinson and Jared Mullins with the maker of the original sweet tea from the lyrics, his mother Kim.
Radio On Choosing EOY
No shows, no crowds and Garth wants out (CAT 7/29). How exactly does one choose an Entertainer of the Year in this environment? And what are the elements included in that decisionmaking process? Country Aircheck reached out to a range of PDs and MDs for their thoughts on arriving at this year’s most worthy nominees.
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