Do your sellers know how much they put in their pocket with every sale?

Not too long ago, I was in a top-20 market when a seller excitedly told me they had just closed $80k with a digital solution. Doing the math in my head, I said, “So that means you just made $12k”… to which they responded, “Actually, I don’t know.” What a sad shock their response was, and as you might imagine, it drove a lot of discussion.

Conversely, last week I watched a Zoom call where one of our JDA UpgradeSelling® partners was celebrating two big new business closes with their Senior Marketing Consultant. Our Consultant asked how much he (the seller) would put in his pocket as a result of those two closes—to which the seller responded with a very specific commission number. Bravo!!

Not only did the seller get two steps closer to his annual new business goal and help two local businesses grow, he had a clear picture of the benefit to him and his family!

We know sellers are more motivated when a direct correlation can be drawn between a specific outcome and income. And, while I understand some digital products are paid net of expenses, working to make the mental calculation simple will further drive intended sales behavior.

Margie Chilson is a Senior Marketing Consultant for JDA.media.

Her vast experience includes nearly three decades in broadcast television and digital sales marketing, working in and with multiple markets and affiliations including Dallas-Fort Worth at WFAA, Denver at KUSA-KTVD, KMGH, KWGN, and as a team manager at Millennium Television Sales.

Margie’s years as a local seller were award-winning and inspiration for her jump to JDA.media. She exceeded new business and digital goals on a consistent basis at Belo Corp., Scripps, Tribune, and TEGNA Inc. stations. A true innovator, Margie pioneered job-sharing positions in Dallas and Denver, balancing hectic work schedules and family, paving the way for working parents with careers in media sales.

Margie is well known and respected for her diligence, drive, and new business results. Due to her years in the business as an account executive and sales leader, she knows the station environment well and can easily relate to local sellers as well as the most senior managers.

An alum of Oklahoma State University who graduated with Honors in Journalism Advertising, Margie boasts an outstanding track record of helping business owners strategically grow their revenue through broadcast, streaming and digital solutions.

Margie and her husband Tim have been married for 23 years. The couple and their two children live in Littleton, CO, a suburb of Denver. Their son, Ryan, attends the University of Colorado Boulder, and their daughter, Mary, is in high school.  In their spare time, the Chilsons enjoy travel, hiking in the picturesque Rocky Mountains, cooking, watching movies, and cheering on their kids in various sporting events.