Local Media Sales Rep: Compensation & Training

CASE STUDY:

Top 30 market company. (Broadcast & Print in multiple markets)

No matter what they did, they just couldn’t get everybody to take web seriously. So they were FORCED to take serious action. The traditional sellers are now being converted to hybrid sellers, in addition to keeping a few web-specialists. Their local/direct commission has been averaging 10% over past few years.

The New Comp Plan

  • If you hit traditional budget, but miss web budget: 8% commission on everything
  • If you hit web budget & but miss traditional budget: 8% commission on everything
  • If you hit both traditional & web budget: 12% commission on everything
  • 20% on new traditional business. (rep gets this % on this acct, for next 12 months)
  • 25% on new web business. (rep gets this % on this acct, for next 12 months)

In-House Mandatory Web Training & Testing for traditional sales reps and sales managers. We do private sessions for Publisher & GM’s

  • Must receive passing grade (90%), or must go thru training again, until you pass.
  • Don’t pass after 3 trainings….private meeting with HR & Publisher/GM/Owner
  • Training curriculum and test developed by pulling together common questions and issues that are typically brought up by clients & targets during sales calls.
  • This is NOT a techy or geeky test. No trick questions. Just simple stuff that most local advertisers ask about.

Average score from first test: 60%

Ouch.


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