Bryson Broadcasting International Newsletter
Raising Radio and TV Revenues Worldwide!

15 October, 2018

 

Greetings from BBI!

Today's competitive broadcasting environment means that we all must be better, we all must work smarter. Bryson Broadcasting International (BBI) is committed to helping broadcast organizations worldwide to raise their level of expertise in sales and management.

Our newsletters give you information about sales and marketing that you may use to increase your revenue. We hope that you may find them to be of great benefit to your sales success. Happy selling!
In This Issue
How Much Do You Want To Earn in 2019?
The Client's Corner
Words To Live By...
We Want To Help Your Staff Increase Revenue.
How Much Do You Want to Earn in 2019?         

  No, this isn't a trick question. I would hope that all of you have a number in mind. After all, goals must be specific and quantifiable and have a time frame to be a goal and not a "wish".  

I'm sure you are either in the midst of setting budgets for 2019 or will be shortly. As your manager approaches you with monthly numbers, high or low, you need to calculate what that will mean to your earnings. It helps to start with your monetary goal. Here's the formula:

 

Amount I want to earn divided by my commission rate equals how much I must bill. 

 

Next divide that yearly amount among the 12 months, taking into account the seasonality of your list. I also find it helpful to look account by account, month by month, to determine where my total monthly number will come from. How much billing can I account for and how much NEW business must I find? Which accounts will spend more? Which accounts will spend less? Which accounts might go away?

I now have a road map to earning what I want to make. The great thing about commission sales is that we can vote our own pay raises. But, we can also vote our own decreases. Proper planning will make sure you fuel your increases.

 

Happy and prosperous selling in 2019! 

The Client's Corner
How about a few more exciting numbers about radio listening courtesy of DMR/Interactive and Nielsen? According to DMR, for every 10 minutes of audio consumed by Americans today, more than 9 minutes goes to AM/FM. Nielsen states that 85% of listening to AM/FM radio comes from those with a job, which means they have money to buy advertised products. Although the mobile and digital revolution is 25 years old, AM/FM remains the top reach medium with 93% of adults. Andrew Curran, president and COO of DMR calls AM/FM the "800 pound gorilla of audio". The audience can access their favorite stations and content for free!
 Words to Live By......
  

 "A goal is a dream with a deadline."
 
                                  Napoleon Hill                                       

We want to help your staff increase revenue! We at Bryson Broadcasting International are available to help your sales staff achieve its next level of expertise.  We customize our programs to meet your needs.  As needed, we make use of interpreters and produce sales materials in your language. If you would like to discuss your sales training needs, we may be reached at Pat@patbryson.com, or call us at 918.747.8774. 
 
For more information about BBI, click here.
┬ęCopyright 2018 Bryson Broadcasting International
A little about me.....
Pat a8704 ch
 
Pat Bryson has worked in the radio industry for over 30 years. During that time, she was one of the highest billing sales people in the radio industry in her market. She was promoted to General Sales Manager, managing and training both experienced and inexperienced sales people . Her career advanced to General Manager, where Pat  created a culture of over achievement for her stations.
  
Through Bryson Broadcasting International, Pat now helps her clients to create that same culture of over achievement in their stations.
 
Pat has been named one of Radio Ink's Most Influential Women in Radio for 2018 
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