by Jim Doyle | Nov 13, 2017 | Prime Time
In headline after headline last week, we saw the publicly traded companies share their quarterly earnings reports, and there was a consistent pattern. Take out last year’s summer Olympics and core revenue is basically flat across the industry, maybe up just a tad....
by Jim Doyle | Oct 30, 2017 | Prime Time
It happened this week. I was asked a question, yet again, that I probably hear 2-3x per month. “What are other stations doing with their comp plans that you like?” I have to admit that I’ve seen more than a few AE comp plans. Some are incredibly simple. Others require...
by Jim Doyle | Oct 16, 2017 | Prime Time
In today’s highly competitive TV sales environment, I believe that General Managers can no longer delegate the revenue responsibilities to sales management. They must be highly involved in the demand creation process, serving as the station’s CRO (Chief Revenue...
by Jim Doyle | Oct 2, 2017 | Prime Time
As we look to re-orient our sales organizations to be more focused on demand creation than on demand management, leaders at every level need to re-examine what they’re asking their people to do that actually gets in the way of increased sales performance.Here are a...
by Jim Doyle | Sep 12, 2017 | Prime Time
My goal in these bi-weekly columns is to provide ideas about how TV leaders get ready for very different business. So I write about a lot of things, from new business strategies, to culture, sales staff structure and so much more. But there’s one factor...
