In our last MediaGrowth Perspectives e-newsletter, we recounted some of what Amy told us about AC Business Media’s sales structure. Here is some of what she said in our MediaGrowth Excellorator interview about keeping her sales team motivated, productive, accountable and growing.
“Selling RVs is easy. Anyone can do that”, says Amy. “Selling media is hard, so the culture we create is hugely important. It has been said that
people don’t quit jobs, they quit bosses, so I try to be a servant leader and to lead by example.
I try to communicate to each rep that they are doing meaningful work and that they are important. And yes, we all need to work hard, but we can play hard too, and we can have a work-life balance. I’ve found that this type of respect for people makes them want to stay.”
ACBM requires all sales reps to work on obtaining the Interactive
Advertising Bureau’s Digital Media Sales Certification. At the yearly sales meeting, all reps are given the needs of a hypothetical client and must create a presentation deck and then make the presentation to the rest of the sales team. “It causes some stress, says Amy, but isn’t that what reps need to be able to do?”
