Prime Time snip3swiftpage

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. 

ENERGY

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.” 

ENERGIZE

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! 

EFFECTIVE

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. 

EDGE

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.

About Ken Marks

Ken Marks is a Senior Marketing Consultant 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 Consultant 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 Consultant.

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 Consultant 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 Consultant 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.