Clear Channel’s recent layoffs are merely the latest in a continuing series of employment cutbacks in Radio, and certainly more reductions are coming in the days ahead. However, the elimination of sales positions is a double-edged sword.<\/p>\n
One very successful market manager I know believed in hiring as many salespeople as possible. He felt a larger staff put more pressure on the stations inventories, driving demand and higher rates. He was willing to suffer a few poor performers\u2014for a time\u2014in order to achieve his sales goals.<\/p>\n
Another successful manager demanded performance from every rep and marginal players had 90 days to become producers. Failure to achieve earned them a brief “exit interview” and a final escort to the door.<\/p>\n
Which approach is better? My personal experience has been that the larger sales staff works best. There’s no doubt that a smaller sales staff means fewer bodies on the street and less pressure on the inventory. And in tough economic times, I would certainly monitor everyone’s performance closely. But isn’t that something we should be doing regardless of the economy?<\/p>\n
There’s no good answer, and I would be interested in hearing about what’s working or not working in your market. Your comments are welcome.<\/p>\n","protected":false},"excerpt":{"rendered":"
Clear Channel’s recent layoffs are merely the latest in a continuing series of employment cutbacks in Radio, and certainly more reductions are coming in the days ahead. However, the elimination… Read more »<\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[4,3,5],"tags":[],"class_list":["post-144","post","type-post","status-publish","format-standard","hentry","category-attitudes","category-radio","category-sales"],"_links":{"self":[{"href":"https:\/\/radio3k.com\/rblog\/wp-json\/wp\/v2\/posts\/144","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/radio3k.com\/rblog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/radio3k.com\/rblog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/radio3k.com\/rblog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/radio3k.com\/rblog\/wp-json\/wp\/v2\/comments?post=144"}],"version-history":[{"count":4,"href":"https:\/\/radio3k.com\/rblog\/wp-json\/wp\/v2\/posts\/144\/revisions"}],"predecessor-version":[{"id":148,"href":"https:\/\/radio3k.com\/rblog\/wp-json\/wp\/v2\/posts\/144\/revisions\/148"}],"wp:attachment":[{"href":"https:\/\/radio3k.com\/rblog\/wp-json\/wp\/v2\/media?parent=144"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/radio3k.com\/rblog\/wp-json\/wp\/v2\/categories?post=144"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/radio3k.com\/rblog\/wp-json\/wp\/v2\/tags?post=144"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}