Bryson Broadcasting International Newsletter
Raising Radio and TV Revenues Worldwide!

1 November 2017

 

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                 
        
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 2017 Bryson Broadcasting International
A little about me.....
Pat a8704 ch
 
Pat Bryson has worked in the radio industry for over 25 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.
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Our Clients

            

Jared
Jared Bell, new account manager for News Tribune, LaSalle, IL


Doug Safranski

Doug Safranek new account manager for WLPO, WAJK, WLWF