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Hunting For GSM Candidates

“Recently, I was asked for some referrals on a GSM job opening in a smaller Midwest city.”

Jeff Caves

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Have you ever thought you were ready to become a General Sales Manager? Have you been a GSM or GM in a Top 50 market and want to move to a smaller Midwest city? This is your opportunity.

Recently, I was asked for some referrals on a GSM job opening in a smaller Midwest city. I thought and asked if the employer was looking for a person on the way up in the business or on the way down. I was told they would look at either type. I have worked with both.

On the way up?

These are the people typically promoted to the position out of the sales pit. This manager has the ideals and ambitions to treat the sales staff “the right way.” I was once promoted to a Local Sales Manager role out of sales about 4-5 years into my career and failed.

I treated everybody the same, took over some challenging accounts from reps who needed help, and acted like a bull in a china shop. I didn’t like being responsible for the results of others who didn’t want to change, and the sales staff didn’t like being asked to change. I was complained about to my GSM and owner and put back into sales in 90 days.

On the other hand, I have watched a salesperson promoted to GSM with a limited background in radio sales, and he flourished in the position. He was able to gain trust from less experienced reps and respect the veterans for what they accomplished. He also held their hand into the digital age and either covered for them or looked the other way on specific tasks as long as they hit their goals. He was well-liked and offered a fresh perspective on inventory management and packaging. He could have become a GM but opted to enter into his own business. 

If you find yourself having the energy to want to start leading others, and you can come up with advertiser solutions in negotiations, teach others how to sell digital, and hire/retain salespeople, you may be ready for that step up and can become a successful radio sales manager.

On the way down?

I have also worked with former GMs of stations in the same market who moved down to GSM and more experienced GSMs who at one time were selling or managing in a Top 50 market. They bring a plan to the table, and if the staff hasn’t been productive, I think it is a good option.

They instantly relate well to veterans but may struggle with new digital, social or event selling initiatives. I would also make sure they commit to the area or have family close by. Some experienced managers don’t do well in smaller places with fewer resources. Some perform just fine.   

So, if you are one of these types of applicants, get in touch with us. Email Jason Barrett.

Be ready to meet revenue goals, emphasizing direct and new direct. Be able to help others sell digital, NTR, and have big account plans. Have sales meeting agendas, be ready to sell your vision to others in the cluster, and be on top of inventory management. Go get it! 

Barrett Blogs

BSM’s Black Friday SALE on BSM Summit Tickets is Underway!

Jason Barrett

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Each year I’m asked if there are ways to save money on tickets to the 2023 BSM Summit. I always answer yes but not everyone takes advantage of it. For those interested in doing so, here’s your shot.

For TODAY ONLY, individual tickets to the 2023 BSM Summit are reduced by $50.00. Two ticket and four ticket packages are also lowered at $50 per ticket. To secure your seat at a discounted price, just log on to BSMSummit.com. This sale ends tonight at 11:59pm ET.

If you’re flying to Los Angeles for the event, be sure to reserve your hotel room. Our hotel partner this year is the USC Hotel. It’s walking distance of our venue. Full details on hotel rooms can also be found via the conference website.

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BSM Writers

Media Noise: What Does The Return of Bob Iger Mean to ESPN?

Demetri Ravanos

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Demetri Ravanos has questions about Disney going back to the future with Bob Iger. This entire episode of Media Noise is all about what the change at the top of the Walt Disney Company indicates about the future of ESPN.

ITunes: https://buff.ly/3PjJWpO

Spotify: https://buff.ly/3AVwa90

iHeart: https://buff.ly/3cbINCp

Google: https://buff.ly/3PbgHWx

Amazon: https://buff.ly/3cbIOpX

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BSM Writers

Media Noise: What Is Realistic For FOX at the World Cup?

Demetri Ravanos

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On this special holiday edition of Media Noise, Demetri Ravanos dives into the controversy and criticism surrounding FOX’s coverage of the World Cup in Qatar.

ITunes: https://buff.ly/3PjJWpO

Spotify: https://buff.ly/3AVwa90

iHeart: https://buff.ly/3cbINCp

Google: https://buff.ly/3PbgHWx

Amazon: https://buff.ly/3cbIOpX

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