sales management:
DESCRIPTION
Sales Management:. Budgeting To Assure Success In 2012. Member Response [email protected] 800-232-3131. John Potter VP Training Radio Advertising Bureau. Welcome. PDF of slides will be available Watch your e-mail Check junk mail We appreciate feedback Lines are muted Q & A - PowerPoint PPT PresentationTRANSCRIPT
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www.RAB.com
Sales Management:
Member [email protected]
800-232-3131
Budgeting To Assure Success In 2012
John PotterVP TrainingRadio Advertising Bureau
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Welcome
• PDF of slides will be available• Watch your e-mail• Check junk mail• We appreciate feedback
• Lines are muted• Q & A• Type your message
• Problems?• RAB Member Response800-323-3131
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What We’ll Cover
• Preparation resources
• Getting started: narrative
• A process
• Factors to consider
• Involving your staff
• Templates
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What’s your method?
• Throwing Darts
• Fortune Teller
• Tell Them What They Want to Hear and Hope It Happens
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What Does Corporate Want?
• How can you give them what they want?• Where can you go for help?
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Resources
• Historical information• National revenue• Market revenue• Revenue by month• Revenue by month by advertiser• Revenue by month by salesperson• Revenue % change• Multi-year trends
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The Process
• 24/7/365• Preliminary• Final
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The Process
Narrative• Local economy• Advertising• Competition• Staffing• Pricing
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The Process
• Face the facts• You have to do it• You have to do it right• You have to do it by a deadline
• Schedule the time• Assemble all your tools and
resources
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Getting Started
• The first step in projecting the future is examining the past
• 3 year trends
• YTD
• % of total by month
• Pacing numbers to determine current trend
• Project revenues through end of year
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Factors To Consider
• Economic environment
• Advertising environment
• Competitive environment / station competitiveness
• Staffing realities
• Pricing realities
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Economic Environment
• Market Health• Employment Conditions• Retail sales
Where to look…• RAB.com• Business Journal• Chamber of Commerce• Online Searches
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Advertising Environment
• Audit firms
• Voicetrack
• Rep reports
• RAB Revenue Reports
• RAB Ad-to Sales Report
• Station audience
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Traffic Reports
• Pull Top 20, 100, 200
• Are their revenues increasing or decreasing? Why?
• 80-20 customers
• Strategy for retaining/growing existing business
• Strategy for growing new business
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What Are Your Objectives
• Sell more clients?
• Sell current clients more often?
• Sell at higher rates?
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Competitive Environment
“You can only take care of your own station(s).”
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Station Competitiveness
• Ratings• Projected ratings• Power ratio• Market revenue
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Competition
• Who is your primary competition?
• Who is getting what shares?
• Competing media strengths and weaknesses
• Are there any new competitors? Who?
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Staffing Realities
• Current skill set and any plans for improvement
• Projected changes in the staff and your plan to respond
• New hires or planned new hires
• Projected staff size
• Experience vs. Expertise
• Your recruitment plan
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Pricing Realities
Manage to your goals…
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Crunching the Numbers
• Corporate or self-defined• % increase or hard number• Criteria• Top line (sales) or bottom line (BCF)• Cluster or individual station(s)• National• Local• New business• NTR• Inventory pricing strategy
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Budget Template
• 13 columns• Back up your work• Learn Excel• Create line-items
• Local• Regional• National
– On air– Alternative Revenue– Event– Digital
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Salesperson’s Budget
• Account• Category• Last year’s actual by month• Projected billing by month• Dollar change• % change
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Salesperson’s Budget Prep
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Increase Annuals
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Expense Budgeting
• Zero based
• Justification
• “Outside the box”
• Budget for RAB and other training
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Other Considerations
• Market value of 1 share point
• Projected rating or programming changes for your station(s)
• Projected rating or programming changes for competing stations
• Planned promotional and/or marketing initiatives
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Staff Involvement
For a budget to have a chance of succeeding, your staff has to buy in and take ownership of the numbers
Without their commitment, effort, and perseverance, you cannot achieve the goals
Involving them in the budgeting process sends the message that it is their budget, too
Your Numbers
Your Staff Numbers
Combined Input
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Staff Involvement
Your Numbers
Your Staff Numbers
Combined Input
Individual goals should be challenging
Individual goals should be obtainable, with effort
Compensate achievement
Reward over-achievement
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Staff Involvement
Sales people should be responsible for submitting their individual revenue projections to you at the beginning of the budgeting process.
They should include all revenue subsets you are required to submit.
For example, monthly, quarterly, and annual totals, NTR, new business, agency/direct, etc.
Your Numbers
Your Staff Numbers
Combined Input
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Three Approaches to Projections by Sales People
1. Sandbagging
2. Pie-in-the-Sky
3. Aim for the Center
In your one-on-one budget meeting with sales people, you have to know which approach they are taking and factor it into your “negotiations” with them. Insist on knowing their rationale and challenge them to explain their fallback plan.
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Expenses
ROIIf the money is spent, how much return do you estimate from the investment
Bonuses for exceeding goal
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Questions & Answers
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John PotterVP/Training
Thank you for joining us!
Tiffiney Wyatt, MBADirector/Member [email protected] 800-232-3131
Sales Management:
Budgeting To Assure Success In 2012