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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 that trumps all others. That’s the quality of your sales leadership. I’ve seen station after station where just one change at the top has created huge changes in billing. Most of the time, little else changes. Ratings stay the same and most of the people stay. Yet, with one change in sales leadership, billing goes up dramatically. 
How do you know if your sales manager is good? If your answer is, “They’re making budget,” I’d encourage you to think more deeply. Stations MISS budget and stations MAKE budget for lots of reasons that have nothing to do with the quality of the sales management. So, while budget is always a standard, it cannot be the only standard. 
Jack Welch, the legendary former chairman of GE, had a powerful way he evaluated leaders. He called it the 4 E’s. His evaluation of leadership looked at 4 factors that all began with the letter E: 1) Energy 2) Energize 3) Effectiveness and 4) EDGE. 
After working with thousands of sales managers, I think I can add some industry specific insights to each of these 4 E’s. 


Most great sales managers are high-energy people. They walk faster, decide faster, even drive faster. They show up every day determined to make a difference. They aren’t especially happy with the status quo. 
Another word for energy today might be URGENCY—the drive to get things done faster. A strong orientation to change. And change now. 
The last four letters of ENTHUSIASM, “I A S M” stand for I Am Sold Myself. I have to be sold myself before I can sell anyone else, especially my sales team. In the words of the great Keith Harrell, “You can’t jump a dead battery with a dead battery.” 


Does your sales manager have the ability to get their team excited? Can they get a team fired up about the potential for a client in a major sports package or a new digital product? 
Do they create energy or deplete it? This is about the culture of your sales office. Too many sales meetings deplete AE energy. There are still too many “the beatings will continue until morale improves” sales meetings, and sadly, more than a few sales managers who think that’s the way to lead. 
Great managers understand the value of applause, fun, and excitement in building a high performance sales team. We spend a fair amount of time at our Sales Manager’s Boot Camp talking about marrying that culture with rigid accountability. That’s the critical balance. 
Great sales managers don’t just have energy themselves. They have the ability to create energy in their teams. 
By the way, this isn’t just how your sales manager is in front of their group. And it doesn’t mean I think that every sales manager has to be capable of delivering a rah-rah half time pep talk. It’s also how a leader is one-on-one. An important manager in my career energized me by challenging me to get better and by being specific about how I might get there, and it all occurred in quiet one-on-one sessions in his office. It’s more than rah-rah! 


Do they make the budget numbers? 
Are your new business efforts paying off? 
Do they manage the controllables well? 
Are they dealing with underperformers or tolerating them because of weak recruiting? 
Is our revenue share growing? Are we doing that without trashing our rates? 
How about digital growth? 
Do we exceed budget on tent pole events like football or Olympics?
Ultimately, if your sales manager is doing all of these things well, that’s a huge deal. And if your sales manager is highly enthusiastic but missing all of these effectiveness indicators, that’s not the leader for you. We are all judged by performance. While I believe that great sales managers get to effectiveness by being personally energetic and creating energy in their team, I have met more than a few sales managers who don’t do that and yet make every effectiveness matrix you look at. While I might not like the way they get there, they are getting there. That’s huge. 
We are all judged by effectiveness, so this one is big. 


You want a sales manager who gives you an edge. There are lots of ways a sales manager can do that. Some sales managers get their stations an edge because people want to work for them. Recruiting is no problem for them. Other sales managers are so good at inventory management and pricing that their station gets an edge that way. I know a major market sales manager who is strong at creating new local direct business with his sellers, and he does it with the power of his personal engagement with the team and with clients. His station clearly gets an edge because of that. 
Maybe your sales manager has deep relationships with a couple of the market’s biggest spenders? 
How does your sales leadership give you an edge? 
I had a GM who taught me that one of the ways you evaluate people is to ask, “What would I lose if they left?” If your answer is “not much,” then you probably have the wrong sales manager or one who really needs to step up their game. 

1) Does your sales manager have personal energy? 
2) Do they have the ability to create energy within their sales staff? 
3) Are they effective? Are they making the numbers you need to make to be successful in this new TV business? That’s way more than whether they’re making budget. 
4) Do they give you an edge? 
If you can’t answer all 4 “E” questions positively, you likely have some issues. It’s critical to be honest with yourself here. Our business is not going to get easier in the next few years. We all agree with that. So a sales manager who is only average today will be a failure in a few years, unless they change. 
If nothing is more critical to your success than the quality of your sales management, making sure you have the best leadership you can have in those slots is Job #1 for bosses.

Jim Doyle and the JDA team are passionate about helping sales managers get better. One of the ways they do that is the Sales Manager’s High Performance Boot Camp. This program gets rave reviews with a combination of real-world ideas and inspirational outside speakers. Our next Boot Camp is in Tampa, January 2018. More info: Boot Camp 2018 

There may be no better investment you can make in your future than to help your sales manager to get better.

Ken Marks is a Senior Marketing Consultant for

Ken’s media experience spans 27 years in marketing, sales, and sales management. Working closely with hundreds of small and mid-sized business owners, he’s helped them navigate and leverage the ever-changing media landscape of television, radio, digital and streaming.

Ken started his career in radio advertising in Central Florida. A successful seller and General Sales Manager of several Cox Radio stations, he was recruited across the street by Gross Communications where he eventually became the VP/GM of the company’s radio, print, and digital divisions.

Prior to joining, Ken spent nine years as a marketing consultant with the Hearst Corporation at WESH 2 NBC and Hearst Digital in Central Florida.  While there he earned the company’s prestigious Eagle award three times(!), given to the most valuable marketing consultant in each Hearst market annually.

Marks grew up in St. Louis, Missouri and graduated from Missouri State University.  He played professional racquetball briefly after college, then began his media career.  He and his wife, Jennifer, owned a retail franchise called “Once Upon a Child”, which they sold in 2018.  They also currently own and manage several short and long-term rental properties.

Ken and Jennifer reside in Orlando, Florida and have three children, two boys (a Senior at the US Naval Academy and a Senior at Cornerstone High School), and an amazing eleven-year-old girl in the fifth grade. When not working Ken loves to spend time with his family, boat and fish on Lake Conway, play guitar, piano, and golf.

Brittany Tomjanovich is the Director of Operations at

Brittany has a passion for data and details. That passion, coupled with her healthy respect for broadcast and digital’s powerful marketing platforms, has led to a fun and growing career in media.

In January 2011, Brittany joined Madison’s ABC affiliate, WKOW, as a sales assistant.  Immersing herself quickly into the sales process and organizational flow, she thrived and by the time she moved into a corporate role, she had supported local sales, national sales, and the programming department reporting directly to the station’s General Manager.

As the Broadcast Group Sales Coordinator at Quincy Media Inc., her role consisted of training and supporting the sales support staff in Quincy’s 16 markets.  She also handled communication and reports for the company’s VP of Sales.

Brittany is a quirky, creative, introverted-extrovert, focused on solving problems and dedicated to producing high-quality results.

Brittany is a graduate of The University of Wisconsin – Madison (On Wisconsin!), and currently lives in Blue Mounds, WI with her husband, Tyler, and two children, Hailey and Mason.

When she’s not behind her computer, you can find her spending time outdoors with her family.  She enjoys camping, kayaking, fishing, crafting and growing food in their backyard garden.




Kathrine Glass is a Senior Marketing Consultant.

Kathrine Glass, PMP, ACC has been inspiring individuals and leading teams for over 25 years with her “we can make it happen” attitude. She is a successful entrepreneur, sales and marketing expert, Project Management Institute certified Project Management Professional, and International Coaching Federation certified coach.

Kathrine is an idea person with the resourcefulness and grit to get things done. For much of her career, she has worked on behalf of local broadcast stations to develop campaigns and sponsorships for clients of all sizes. Having served in production, marketing, sales, events, and syndication, she has a unique perspective that stations and clients welcome. In addition, she has worked side by side with sellers across the country, helping them create new revenue streams by identifying non-traditional marketing decision-makers.

She started her career producing commercials, music videos, and corporate films. And was soon recruited by The Dallas Morning News, an A.H. Belo newspaper, to run a multi-million-dollar advertising budget.

After fine-tuning her marketing chops, she moved to oversee business development, equipping sellers with tools and ideas to secure incremental local and regional advertising dollars. It was in this role Kathrine had the ability to employ all platforms in Dallas-Ft. Worth owned by Belo with new advertisers ... from local broadcast (television) to cable to digital platforms including extension products like and

In 2005, she founded C&S Creative Solutions, Inc., an innovative project management and marketing firm and one of her first clients was WFAA-TV, the Dallas ABC affiliate. Since then, Kathrine has worked with a myriad of local broadcast stations across the country, both television and radio, in the generation of new and incremental revenue on all their platforms. Joining was a natural fit for Kathrine, her station partners and their advertiser clients have embraced her collaborative style and results oriented thinking.

Kathrine is a graduate from St. Edward’s University in Austin, Texas, and received a Graduate Marketing Certificate from Southern Methodist University in Dallas, Texas. She is an avid dog lover and fosters pups in need. In addition, she and her husband are foodies and love to travel. They currently reside in Dallas, Texas.





Margie Chilson is a Senior Marketing Consultant for

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 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.







About Jim Stoos

Jim Stoos is SVP, Revenue Drives at

For over 20 years, Jim has crafted successful marketing programs for hundreds of local businesses.

His expansive media experience includes 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, Jim held strategic management positions as Regional Vice President, General Manager, and Local Sales Manager at television and cable companies in the Midwest.

His leadership roles give him the opportunity to apply principles in helping sellers and media marketers develop campaigns, combining broadcast and digital solutions, to positively impact local business owners’ success.

The media veteran’s skill set also includes web design, email marketing, audience extension and targeting using display or video, as well as OTT and Streaming platforms. This extensive digital background allowed him to launch a suite of digital solutions for an entire sales division.

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

For years Jim 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), camping and riding his horses.








holly allenHolly Allen is a Senior Marketing Consultant.

With nearly 27-years in the industry, including over five 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 clients.

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

Holly believes the first step to helping a business grow is to “peel back the layers” to uncover 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 businesses to unprecedented levels of success.

Experts say the greatest predictor of success is past success, which rings especially true with Holly’s career. Starting as an effective ad agency rep, she quickly moved into broadcast sales and marketing.  Moving up through the sales ranks, Holly eventually became the President & General Manager of a pair of dominant broadcast television stations in Tulsa, OK.

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

A proud graduate of Oklahoma State University, she lives in Tulsa with her high school aged daughter Lila, while her son Henry attends the University of Michigan in Ann Arbor.

Holly enjoys long walks outdoors, visiting with family and friends, and volunteering her time to local causes whenever possible.


John Hillary is a Senior Vice President at

Since 2006, John has worked directly with thousands of small-to-medium-sized businesses, developing fully integrated, results-driven media marketing strategies that have consistently helped meet and exceed client goals.

John began his career with New Revenue Solutions (NRS) in Atlanta, GA. During his tenure with NRS, John consulted for 25 different media outlets in television, digital, radio, cable, and print, throughout the U.S. and Canada. As one of NRS Media’s lead consultants, John helped hundreds of local businesses grow through innovative and creative advertising campaigns.

Due to his success at helping businesses and stations drive revenue, he was recruited to join WCIU-TV in Chicago as an Account Executive. There, he worked with local, regional, and national businesses collaborating on innovative ways to make advertising messages resonate with customers in a large, competitive marketplace.

In 2017 John joined as Senior Marketing Consultant, and in 2023 was promoted to Senior Vice President.

John’s energy, passion, creativity, and understanding of results-oriented marketing strategies have consistently made him a vital asset to clients and company colleagues in every phase of his career.

A native of Grand Rapids, Michigan, John graduated from the University of Michigan and remains an avid Wolverine fan.

John and his wife Katie reside in Roswell, GA and are proud parents of daughter Nora and son Henry.


Billie Adkins is a Senior Marketing Consultant for

She is an expert at crafting innovative, creative strategies that get dramatic results for advertisers.

Decision-makers appreciate Billie’s unique ability to ask the kind of provocative questions that lead to the development of distinct and effective TV and/or digital creative that gets viewers’ attention and drives consumer action.

Through her 25-plus years in media, Billie has developed an extensive professional portfolio with a depth of experience that includes a variety of management positions in sales, and important posts in news, production, station promotion, and market research.

As a General Sales Manager at WDTN, the NBC affiliate in Dayton, Ohio, she led a multimedia marketing team that specialized in achieving clients’ marketing and operational goals with a client-centric approach.

She embodies all aspects of the philosophy recognizing that each business is unique, with its own challenges and opportunities. In order to build a results-driven advertising plan for clients, you must first understand the business and then formulate a strategy to make the company stand out from competitors.

Billie resides in Carlisle, Ohio with her husband and two children. When not traveling the country for, helping business owners increase their sales, she enjoys family time, reading, and coaching soccer, often cheering for kids that need a special someone in the stands just for them.