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 Next Year? Client's Corner Words To Live By... We Want To Help Your Staff Increase Revenue.
 How Much Do You Want To Earn Next Year? It's that time again: the time we prepare budgets and goals for the new year. Sales people usually dread this process. They are concerned that next year's goals will be way too high. Will they view them as not achievable? But it shouldn't be what management wants you to bill. It should be about what YOU want to EARN!  You determine your paycheck. Isn't that one of the most exciting things about being in commission sales? Ideally, your personal income goals should lead to billing goals that are higher than management requires.   So, what DO you want to earn in 2018?  Here's a simple formula to calculate what you will need to bill to earn what you wish to earn:   Amount I want to earn _________________________                                 Divided by: Commission rate _____________________________                                 Equals: How much I must bill _________________________  Then, divide that total yearly amount into months. What must the billing be for each month, and what will I earn that month?   This simple exercise will give you a starting place to plan your efforts for the coming year. Now that you know what you must bill monthly, you can calculate how many face-to-face calls you will need to make each day to achieve that billing level:    Monthly goal: ______________________________                                 Divided by: Average order_______________________________                                Equals: Number of orders needed: _____________________                                Divided by: Closing ratio %:______________________________                                Equals: Number of meetings needed:_____________________                                Divided by: Number of days in a month:  20                                Equals: Number of meetings per day:___________________   Sales is a numbers game. You now know your numbers. Now you have a road map to increasing your income for 2018!                                   Happy Selling!
 The Client's Corner More than three-fourths of American drivers (77%) listen to AM/FM radio in the car at least weekly.  This total is much higher than any other option. CD players account for 41%, connecting a phone 27%, satellite radio 23%, Pandora 18%, Spotify 13%, Apple Music 10% and Amazon Music 10%.  * Study by Marshall Cohen and Fred Jacobs.
 Words to Live By...... "It's not so much how busy you are, but why you are busy. The bee is praised. The mosquito is swatted."                                                                                 Mary O'Connor