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Part of our vision is to attract the best people;
those who are self-motivated by their passion for public broadcasting,
and
inherently driven to produce optimal results for corporate underwriting.
Sounds like a good plan, but where do we find these winners and
how can we tell from an interview or two that they will produce?
Once hired, how do we ensure success and decrease turnover?
PRP
relies on systems to recruit, train and retain a sales force
who shares your ideals. Expect your sales staff to portray
your station to the business community as a dynamic, cultural and
educational
institution, free of commercial constraints and deserving of
thoughtful support.
Public Radio Partners subscribes to
Mornell’s Maxim: “The
best indicator of future behavior is past behavior.” You
will not worry about finding, vetting and hiring the best sales
people because PRP has established a proven recruiting system to
ascertain enthusiasts of public broadcasting who display predictors
of future success.
Our recruiting system:
- Analyzes our current best sales reps
- Defines their
core competencies, successful behaviors, and motivators
- Provides a selection process which measures competencies and behaviors
- Evaluates prospects’ behavior (communication,
presentation, goal orientation)
- Hires the best fits for your station
- Recruits continuously to target future prospects, build bench strength
“PRP
is great because of the fabulous training I’ve received.
I was new to radio and the training made a world of difference.
Working with a team of experts who have commercial radio
experience, and love public radio, is the best of both
worlds.”
—Sandy Watchie, Underwriting
Representative, KPLU, Seattle
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PRP provides the tools and know-how
to ensure individual success. You will not dread the possibility
of hearing an inappropriate business or a blatant sales pitch during
a station break because PRP trains your sales staff in an intensive,
ongoing manner on fundamental marketing and public radio principles.
- Writing clear, concise, noncommercial copy
- Targeting appropriate underwriting
prospects
- Representing station ideals with professional proposals
- Understanding
branding and marketing needs of underwriters
- Creating
effective schedules to realize underwriter
goals
You will not be concerned about coddling the egos of flaky
salespeople in hopes of keeping them on board because
Public Radio Partners
assumes the risk of human resource management,
compensation and retention for your sales staff.
Our management system:
- Provides training and tools for reps to be successful
- Defines expectations,
good outcomes for salespeople
- Works to develop individual strengths
- Creates compensation encouraging
high performance – that
might otherwise be problematic for a licensee’s
administration
- Implements rewards commensurate
with your market to attract and retain
top performers
You will not wonder whether your sales staff is staying current
with industry trends or even keeping apace within your market because
Public Radio Partners taps its resources at leading stations to
develop and improve its sales force constantly.
- 25 sales reps at seven stations exchange best practices through
PRP Intranet
- PRP sales managers meet regularly to strategize, train,
share input
- Markets utilize third-party training from DEI, station personnel,
applicable broadcast associations
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