With all the pressures of late—the long tail of the pandemic, advertiser fits and starts, new office structures, team dynamics including recruitment and retention, and of course, our ever-present revenue goals across multiple platforms … it can be a lot for a sales leader. And if you’re not in the right mindset, it can be easy to complain or lament at the wrong place and time.

Several of my best bosses and mentors had this advice as I moved up the sales leadership ladder. Be mindful of your influence and impact. As a leader, watch what you say, how you react and act toward team members, toward the industry in general, toward clients, and toward company edicts, priorities, programs, etc.

To be clear, my bosses didn’t ask me to be quiet, or not address issues I might believe we could do better on. Rather, it was … “You are a leader, you set a tone, and your teams are watching you and your actions.”

The President of Belo reminded me of this when I was the DOS at WFAA lamenting about some policy. The CEO of Tegna reminded me of this when I departed for an amplified role opportunity. His reminder, in particular, was a gift as I moved on—it pointed out that our industry is intimate—we know each other, we see each other, we should root for our common health, and strive to be a force for good.

As leaders, we have voices that carry weight.

And remember … no company is perfect, no person is perfect, no job is perfect.

As a sales leader, you raised your hand for responsibility. And that includes making sure you amplify opportunities and clear or minimize obstacles, even your own mindset at times.

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.