Sales Strategies and Training

With the decline in advertising revenues for newspapers around the world, Inxcess has been working with their newspaper clients to evaluate their processes and workflow in order to implement changes, both structural and cultural which will have a dramatic increase in advertising revenues.

The key objectives of any Sales Department should be:

• To ensure a steady flow of new advertisers.
• To increase the spend and frequency of each existing advertiser.
• To ensure each sales person ends the month with more advertisers than they had at the start of the month.
• To encourage each sales person to start the month with as much of their target ‘sewn up’ as possible.

Simply, in order to achieve these objectives a number of activities must be undertaken:

•  Appropriate KPIs need to be set for each sales executive.
• Members of the management team will need to become accountable for achievement on new budgets and the management of all pipeline reports.
• The basic principles of the ‘sales organisation’ need to be revisted with all sales staff with a view to changing the internal sales culture at the newspaper.
• The basic construction of advertising revenue reports and the management of KPIs need to be revisted with the management team.

 Outcomes:

As a result of the implementation of InXcess' Sales Strategies and Training, any media Sales Department will experience the following benefits:

• The creation of a new ‘sales system’ based upon new agreed KPIs that will be designed to deliver continuous performance and revenue growth.
• The restructuring of sales operations to match customer behaviours and address customer needs using the relevant form of salesmanship.
• Improved reporting systems to more accurately track the sales process, to continually measure successes and to identify areas of weakness pertaining to various resources.
• Greater efficiencies in internal operations ensuring a more cost-effective allocation of resources.

Contact Us to find out more about the ways in which InXcess can work with your Sales Department to secure a dramatic increase in advertising revenues.