Bryson Broadcasting International Newsletter
Raising Radio and TV Revenues Worldwide!

1 October, 2019


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 Will Be In Your Paycheck Next Year?
The Client's Corner
Words To Live By...
We Want To Help Your Staff Increase Revenue.
How Much Will Be In Your Paycheck Next Year?
 In the next few weeks, you will be setting goals for 2020. Sales people can dread this process. Might next year's goals be too high? Will they be achievable?
This process should not be focused on what management wants you to bill. It should be focused on what YOU want to EARN!  You determine your paycheck. Isn't that one of the most exciting things about being in commission sales? A part of every sale goes into your wallet. Ideally, your personal income goals should lead to billing goals that are higher than management requires.
So, what DO you want to earn in 2020? 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_______________________________
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: _________________________________
Number of orders needed: ________________________
                              Divided by:
Closing ratio %:________________________________
Number of meetings needed:______________________
                            Divided by:
Number of work days in a month: _________________
Number of meetings per day: _____________________
Sales is a numbers game. You now know your numbers.  You have a road map to increasing your income in 2020.  
                           Happy Selling! 
 The Client's Corner  
 I will be speaking at the Ontario Association of Broadcasters' convention on November 7. Our session will highlight the customer needs analysis meeting, asking the right questions, leaving with the agreements necessary to close larger, long-term campaigns. We'll also talk about dealing with objections about our offerings. If you'd like to attend,  information is here: OAB conference.
                           Hope to see you there!
 Words to Live By......
 "Setting goals is the first step in turning the invisible into the visible."  
                                              Tony Robbins
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, or call us at 918.747.8774.
For more information about BBI, click here.
┬ęCopyright 2019 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 is one of Radio Ink's Most Influential Women in Radio for 2018 and 2019. 
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