Most of us have just about finished the arduous task of submitting our revenue plan (or revenue guess) for 2019.

Now what? I think that the next few weeks are critical to really set the stage for how you’ll make the number you submitted.

I found a great quote this week from a fantastic speaker and writer, Joe Calloway. (I love his book, Be the Best at What Matters the Most: The Only Strategy You Will Ever Need.)

Calloway says, “The ultimate purpose of strategy is to create an intense focus on the few things that matter the most.”

An INTENSE focus on the things that matter the most. I see way too many sales managers almost frantically trying to win 30 different fights when they would likely be more successful if they identified the fights they absolutely needed to win and focused on absolutely making sure they won those.

Getting ready to win those fights should be a big priority now that budgets have been submitted. Said another way, “How can we make things happen rather than wait to have them happen to us.”

What are your KEY fights? Your market position and the quality of your team will determine some of them. I’ll list a few below that might be on your list, but the key thing is that you can’t have ten. The more things you call important, the more likely it is that nothing will get accomplished. Remember Calloway’s line… an INTENSE focus on the things that matter most. It’s always better to execute well on 3-4 big things than to be average on a list of 10.

Here are some of the things that I think should be on your list:

1. Do I have the right people?

As Jim Collins taught us in his book, Good to Great, having the right people on the bus (and in the right seats) is key. As I’ve written before, today’s C player is a D in two years as the business gets more challenging. And someone on your team who doesn’t want to play in digital or new business the way you need, may be that C player, even if they handle a big list. There’s nothing more important than the quality of your people.

2. Where’s the lower hanging fruit in my transactional business?

Are there a few accounts where the demo match gives us an opportunity for increased share?

What zero share accounts should we be focused on right now to work to change for 2019. Even if we’ve already lost Q1, there’s still lots of 2019 left.

3. What is my plan to dramatically increase my new business?

This is the biggie.

Get specific. How many asks? What does the average $$ ask need to be? What’s the current closing % and how can we improve it? If you can’t measure it, you can’t manage it. This is hugely important.

What skills/resources do we need to work on to get our team prepared?

What categories are we targeting? Are our AE’s effective prospectors? Do they know how to leave voicemail messages that get returned?

4. Do I have realistic expectations for when this business is going to be written?

What % needs to be written in each quarter?

Be realistic. Lots of your Q4 new biz sales won’t run this year.

Critical importance of winning Q1. You can’t wait until July to focus on new biz. That’s too late.

5. How can I grow my digital business?

Big opportunities.

Since every business needs digital, it expands our prospect base. That’s good unless our people spend too much time with smaller opportunities that won’t lead to much.

Are your people totally sold on the value of your digital products? If not, what’s your plan to get them there.

6. What are the major product fights you need to win?

Do you have major sales promotions? How can you make the launch of them huge?

How do you maximize the business development opportunities of having your JDA consultant in your market (for our clients, obviously)?

How can you make key products like football bigger than ever? What can you do to increase excitement and belief for your key sports franchises well before the sales season begins?

I’m sure there are other questions that you can add to the list depending on your specific situation. But this list should be a good thought starter.

Here’s the bottom line for this message. In 2019, you cannot let business just happen. The best leaders have a plan. The best leaders are taking a step backward from the day-to-day focus of sales management to take a realistic look at their team. It’s a more strategic approach to leadership, and it’s one that these times require.

One final thought. A decade ago, in the middle of the last recession, I spoke to a client group in a southern market. That morning, I met the owners of two different furniture stores. One was bemoaning the economy and shared how crappy his business was. Just 5 minutes later, the second store owner told me that sales were up a fair amount and he believed the economic challenges were giving him an opportunity to grow market share. That day, I was reminded of one of my smartest car dealers who taught me this: “Just because sales are down by 10%, nobody ever said it had to be mine. They’re buying something from somebody. It’s my job to make sure it’s with us.”

An attitude of a winner. That probably makes whatever strategy you pick work a whole lot better.

Hope these thoughts help as you set the plan in place to actually over-perform on those 2019 goals.


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 jda@jimdoyle.com or call 941-926-SELL.

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.