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It’s getting harder and harder to find great people. It’s never been easy, but it sure is harder today. There’s a lot of competition for great people, and we may not be the prettiest girl at the dance for many younger people who could be great at our business.

But I have a way to be sure you have a supply of great people who want to work for you. Create a culture that makes you the best place to work in your town. People are being beaten up in other places in town, but if you create a positive, fun culture, the word gets out and people want to work in that environment. Of course, the opposite is also true.

One of my great teachers was Pat Ivers, who ran Comcast Spotlight’s ad sales operation in Denver. A failing ad sales group when Pat took over, they rose to out-bill every single TV station in Denver except one.

Pat created the best sales culture I have ever seen. Music and food at every sales meeting. A ping pong table in a space called the “closer’s lounge.” Taking the team trick-or-treating to the ad agencies. Lots of laughter, love, and silliness.

It was a place where almost every good rep in town wanted to work. Little by little, he created a staff you would only dream of having. A staff filled with stars. And the results followed.

Pat was also a master at marrying rigorous accountability to his incredible culture. And, when you meet the team’s needs for fun and applause, they won’t fight back at your need to have accountability.

So, your culture is your #1 sales recruitment tool.

But if you want to be a great recruiter, you also can NOT make the biggest mistake sales managers make, which is only doing recruiting when there’s an opening.

We all know from personal experience what happens when someone leaves. For me, I either tried to handle the list myself… always a mistake. Or, I’d distribute the accounts to the team to handle temporarily. That usually backfires, as they either want those accounts permanently or they don’t give them the attention they need because your reps know this is just a temporary situation.

My reaction to knowing that this wasn’t good was to relax my hiring standards. I wanted to fill the position, so I started to drop my hiring standards. That meant that in a time when I needed to upgrade my team, I actually hired someone who wasn’t an improvement, which made things worse, not better.

Today, recruiting has to occur almost every single week, not just when a star has resigned. In fact, great managers often have their next AE in the queue long before they have an opening.

First, you need to get clear on what you’re likely to need. Do you anticipate needing an experienced AE or someone who is just getting started?

If you’re looking for an experienced AE, my best stolen idea came from a Top 40 sales leader. He had his assistant keep a list of every AE at each radio, TV, and cable operation in the market. Anytime someone left, he’d invite them to lunch. His goal? Have the person leaving give him some insight about anyone on the rep’s old team who might be a strong up-and-comer. The “sweet spot” for recruiting is an AE with 1-3 years of experience. After 3 years, if they’re great they get harder to move, UNLESS their current environment is toxic. But the relative newby might not yet be visible in the market. That’s the brilliance of taking the person to lunch. By the way, sometimes that AE moves away from the business to do something else – maybe to be a Realtor or try something new – and misses our business. And maybe, if they’re great, you’ve kept in touch and might get the first call.

In the dark ages, we used to tell salespeople to “Always be Closing.” Today, for managers, we should change that to “Always Be Recruiting.” Constantly ask agencies and direct clients, “Who has impressed you. And why?”

Anytime you hear of someone good, reach out to them. Set up a time to meet for coffee. Tell them, “I’ve heard good things about you and I’d like to get to know you better.” If they impress you, ask them how they see their career progressing and what things are important to them about a place they’d love to work.

Aggressively use LinkedIn and other social media tools. Make sure your own team knows you’d like them to pay attention to who impresses them and to introduce you to them. Always have your antenna up for who’s good.

It’s the same thing with recruiting as it is with the sales funnel. We tell our sellers that the funnel is bigger on the top than on the bottom because we need to put a bunch of prospects into the top in order to get a few sales to come out the bottom. It’s the same thing with recruiting. If you aren’t talking to enough people, you won’t find the star, unless you get really, really lucky.

Today, every sales manager should have time on his/her calendar every week for recruiting. After all, what could be more important to your future success than having a great team.

Every boss of a sales manager ought to be inspecting this effort, making sure that they discuss recruiting in every one-on-one.

Years ago, I’d joke that if I were a big boss and you told me you couldn’t find great people, I’d have a two-word response, “Your fired.” Because what’s more important to the success of a sales leader than attracting and retaining great salespeople? That’s the key piece of the job!! I know it’s harder today, which means it has to be more of a weekly priority than it has been in the past.

But it does get easier if you have a great culture!!


Have a GSM or GM meeting in your future? Why not have Jim Doyle or John Hannon speak to your meeting about how to turn your sales staff into a Sales Force? We promise powerful, thought-provoking content customized to your company’s needs.  Contact Jim Doyle at jim@jimdoyle.com or call 941-926-SELL.

We’re also taking reservations for our 2018 High Performance Sales Manager’s Boot Camp – January 28-30th in Tampa, FL. Do you know someone who could benefit from this high intensity training? Someone who would walk away saying what this LSM did after attending Boot Camp – “This was life changing in both my personal and professional life in many ways… But not in the motivational type of way. In a real-world, step-by-step, instructional action plan type of way!”  Interested? Go to BOOTCAMP or contact Anne Fowler, anne@jimdoyle.com or call 941-926-SELL (7355) for more info.

About Ken Marks

Ken Marks is a Senior Marketing Strategist for JDA.media

Ken has spent the last 30+ years working closely with hundreds of small and mid-sized business owners and ad agencies, helping them navigate and leverage the ever-changing media landscape of television, streaming TV, digital, and radio.

Marks began his career in radio advertising in Central Florida. He spent 15 years at Gross Communications where he became the VP/GM of the company’s radio, print, and digital divisions. He went on to manage several more stations at Cox Media Group where he hired, managed, and trained the first digital-only sales team.

Ken then spent nearly 10 years as a marketing consultant with the Hearst Corporation at WESH 2 NBC and Hearst Digital in Central Florida. He earned the company’s prestigious Eagle award three times, given to the most valuable marketing consultant in each market that achieves all goals and consistently demonstrates an expertise in digital and television marketing.

In 2013, Ken launched Marks Media Group, Inc., a marketing agency specializing in web design, SEO, SEM, traditional and digital advertising. His expertise in digital is quickly extending to the world of AI. With a working knowledge of tools like n8n, Bubble, and Zapier, his goal is to build automated workflows that make businesses and marketers more productive.

For several years, Ken and his wife Jennifer owned a successful retail franchise called “Once Upon a Child.” They also own and manage several short and long-term rental properties. Ken has a unique ability to relate to business owners and knows exactly what it is like to invest money in advertising.

Marks grew up in St. Louis, Missouri and graduated from Missouri State University. He and Jennifer reside in Orlando, Florida and have two boys and a girl (a Marine pilot in-training, a Sophomore at the University of Florida, and a beautiful 13-year-old daughter and MVP volleyball player).

When not working Ken loves to spend time with his family, boat, and fish on Lake Conway, play guitar, piano, and attempt to build just about anything.

About Brittany Tomjanovich

Brittany Tomjanovich is the Director of Client Services & Operations at JDA.media.

 Since entering the media industry in 2011, Brittany has built her career around operational excellence, strategic thinking, and a relentless focus on making systems work smarter. She thrives behind the scenes—connecting dots, refining processes, and strengthening the systems that power broadcast success.

 Her career began at WKOW, Madison’s ABC affiliate, where she quickly advanced from sales assistant to a key member of the station’s sales and programming operations. She later served as Broadcast Group Sales Coordinator at Quincy Media Inc., training support staff across 16 markets and acting as a vital liaison to executive leadership.

 Today, Brittany plays a critical role in shaping both the client experience and operational infrastructure at JDA.media. Whether optimizing internal systems or contributing to client-facing strategy, she’s valued for her creative problem-solving, sharp attention to detail, and ability to turn complex challenges into smooth, scalable solutions.

 A proud graduate of the University of Wisconsin–Madison (On Wisconsin!), Brittany lives in Blue Mounds, WI, with her husband, Tyler, and their two children, Hailey and Mason.

 A quirky, outdoorsy introvert with a creative streak and a soft spot for sasquatch, she brings a calm, curious energy to everything she takes on. Whether she’s balancing a busy family schedule, exploring the outdoors, or diving into her latest craft or home project, she’s forever in motion—finding joy in the little things along the way.

 

About Margie Chilson

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

Her vast experience includes over 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 in Dallas.

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 utilizing both linear and digital video. She embraces the changing media environment and implements ChatGPT into the creative process.

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 since 1998. The couple live in Morrison, CO, a suburb of Denver. Their son, Ryan, recently graduated from the University of Colorado Boulder, and their daughter, Mary, is attending Boise State University. 

In her spare time, Margie enjoys travel, hiking the picturesque Rocky Mountains, cooking, watching movies, and seeing concerts at Red Rocks Amphitheater.

 

 

 

 

 

About Jim Stoos

Jim Stoos is SVP, Revenue Drives at JDA.media.

For over 25 years, Jim has crafted successful marketing programs for thousands of local businesses.

Jim’s expansive media experience has been filled with delivering significant advertising results utilizing broadcast, digital, cable, and radio.

His specialty is helping small-to-medium-sized businesses address sales and marketing challenges while developing game-changing strategies with real-world creative solutions.

Prior to joining JDA.media, Jim held strategic media leaderships positions such as Local Sales manager, General Manager, and Regional Vice President at broadcast television and cable companies in the Midwest.

As a RVP Jim helped launch a successful suite of digital marketing solutions for his sales division. It was here he developed a deep knowledge of how to best leverage various digital platforms and solutions.

Since joining JDA, he has used his experience, marketing knowledge, and JDA.media’s foundational marketing principles, to help sellers and media marketers develop growth campaigns. Each one having positively impacted local business owners’ success. 

Jim lives in Bettendorf, Iowa, with his sweetheart Stacy, and his two sons.

For years he has worked as a dedicated member of Iowa’s Big Brothers Big Sisters program. Jim was a multi-sport college athlete and today enjoys running in competitive track meets for “old guys”.

In his spare time Jim enjoys working out with his boys (both scholarship track athletes at St. Ambrose University in Davenport), fishing, camping, and riding horses with Stacy.

 

 

 

 

holly allenAbout Holly Allen

Holly Allen is a JDA.media Senior Marketing Strategist.

With over 30-years in the media industry, including five plus years as President & General Manager of FOX23 and MY41 in Tulsa, OK, Holly has developed a deep expertise in many facets of media. However, her true passion is working directly with local businesses.

Her “no box” thinking and creative mind allow her to design effective marketing strategies that drive significant results.

Holly believes the first step to helping a local business grow is to “peel back the layers”, uncovering their unique needs, goals, and opportunities. Next, she formulates and executes a thorough, well-rounded marketing plan that exceeds their expectations.

She enjoys the brainstorming process and seeing clients get enthusiastic when her strategies bring their business to unprecedented levels of success.

In addition, Holly embraces all technology, including AI, and leverages well various digital marketing extensions for her clients.

Experts say the greatest predictor of success is past success, which rings especially true with Holly’s career. She started in media at an advertising agency, moved into local broadcast sales and marketing and quickly rose through the ranks into leadership roles.

Most recently Holly founded All-en Media, LLC, where she works with local business clients in various categories, including auto, banking, and retail.

A proud graduate of Oklahoma State University, she lives in Tulsa, OK. Her daughter, Lila, attends the University of Michigan in Ann Arbor and her son, Henry, a Michigan grad lives in NYC, New York.

Holly enjoys long outdoor walks and hikes, visiting with family and friends, and volunteering her time to local causes.

 

About John Hillary

John Hillary is Senior Vice President at JDA.media, where he leads national sales and strategy initiatives focused on helping media partners grow revenue through fully integrated, results-driven marketing solutions — including broadcast television, CTV/OTT, and targeted digital campaigns.

Since 2006, John has worked directly with thousands of small-to-medium-sized businesses, developing high-performing advertising strategies that consistently deliver measurable results.

His expertise spans a wide range of platforms, with a strong focus in recent years on streaming television, paid digital media, and data-driven audience targeting.

John began his media career with New Revenue Solutions (NRS) in Atlanta, GA, consulting for 25 different media outlets across the U.S. and Canada. As one of NRS Media’s lead consultants, he guided television, radio, cable, print, and digital partners in building innovative marketing programs that helped hundreds of local advertisers grow their businesses.

His success in revenue development led him to WCIU-TV in Chicago, where he served as an Account Executive, collaborating with local, regional, and national advertisers to create competitive, effective campaigns in one of the country’s largest media markets.

John joined JDA.media in 2017 as a Senior Marketing Strategist and was promoted to Senior Vice President in 2023. In his current role, he works closely with media companies, sales teams, and local business owners nationwide to generate new business opportunities through smart, modern marketing strategies that blend traditional and emerging platforms.

A native of Grand Rapids, Michigan, John is a graduate of the University of Michigan and a lifelong Wolverines fan.

He lives in Roswell, Georgia, with his wife Katie and their three children, Nora, Henry and Jules.

 

 

About Billie Adkins

Billie Adkins is a Senior Marketing Strategist for JDA.media.

She is known for her sharp strategic insight and creative horsepower, creating strategies that get dramatic results for advertisers.

Decision-makers and owners value Billie’s candor, curiosity, and ability to ask the kind of provocative questions that lead to the development of distinct and effective media campaigns. Campaigns that demand attention and drive consumer action.

With over 30 years in the media industry, Billie Sue Adkins has cultivated a comprehensive professional background, holding a range of leadership and management positions in sales. Her career began in news and sports broadcasting, later expanding into key roles in station promotion and market research.

This broad foundation equipped Billie with a deep understanding of both content creation and audience engagement, as well as the operational and strategic aspects of media management.

Billie’s leadership style reflects the JDA.media philosophy: every business is unique – and so are the pathways to success.

She leverages all media platforms to drive results for local businesses. Billie ensures each campaign is optimized for format, placement, and performance. Her expertise in digital strategy allows her to fine-tune messaging, targeting, and delivery for precision results, helping businesses maximize reach, relevance, and revenue.

Billie resides in Ohio with her husband Mark and two children, Kara and Seth.  She spends her free time watching her kids play sports or traveling with her family.