The Problem: The Director of Sales at Atlanta-Area Television Station WXIA-TV Inherited a Team Without a Solid Sales Foundation.
When Tim McNamara joined WXIA, he discovered the sales team didn’t have reliable techniques for cold-calling or presenting pitches. They were used to taking orders, but had no formal sales process for new business development or growing current client relationships. WXIA needed some business success tips specific to their niche market of media sales.
In addition, the sales management team leaders needed advice and practice on effectively managing pipelines, holding team members accountable, and implementing prospecting and behavior plans.