Tag: sales manager

Industry News

MIW Releases Gender Analysis Study

By TALKERS | by TALKERS

Mentoring and Inspiring Women in Radio, Inc releases its latest annual MIW Gender Analysis Study (based on raw data collected by PrecisionTrak in 2023) that compiles and analyzes the number of women in radio broadcasting who are rising to the ranks of management – general manager, sales manager, and program director/brand manager. For the general manager position, 22.17% (2,356im stations) had women holding the position in 2023 (+2% over 2022). In 2004, females represented 14.9% of GMs. In the top 100 markets, 23.96% (828 stations) were managed by women (+1% over 2022). Overall, the best management opportunities for women in radio continues to be in sales management as 34.37% (3,476 stations) had a woman sales manager in 2023 (basically flat from 2022). MIW calls program directors/brand managers “the greatest challenge for women in radio management” as women currently program 11.50% (1,173 stations) – basically flat from 2022. In the top 100 markets, female programmers now represent just 10.14% of the total number of PDs, which is another drop of over 3% from 2022. MIW Board president Ruth Presslaff says, “Navigating today’s landscape poses unique challenges for both the industry at large and women in particular. Our commitment to fostering change remains unwavering. Through MIW’s array of mentoring initiatives, we not only recognize but also amplify the voices of women. We are beyond grateful to the companies and individuals who champion our mission. As we press forward, we eagerly anticipate seizing new opportunities to empower even more women in the year ahead.”

Job Opportunity

Columbus’ “The Fan” Seeks Station Manager

By TALKERS | by TALKERS

TEGNA’s sports talk WBNS-FM, Columbus, Ohio “97.1 The Fan” is seeking a “strategic, creative, dynamic, experienced broadcasting sales manager/director of sales/general manager to become our next great station manager. ‘97.1 The Fan’ is the flagship station for all Ohio State Athletics as well as NHL’s Columbus Blue Jackets and the MLS Columbus Crew. ‘The Fan’ is also the Columbus home for Cleveland Browns football. Our legacy properties boast one of the top-rated ESPN affiliates in the United States as well as a statewide network of over 80 stations and a digital platform of full-service digital solutions. This position reports to the president and general manager of WBNS-TV.” Find out more and apply here.

Industry News

Pending Business: Attracting New Recruits

By TALKERS | by TALKERS

By Steve Lapa
Lapcom Communications Corp
President

Ask any sales manager what the #1 challenge they face is and nine times out of 10 the surprise answer is not “more business.” Generating more business takes a well-oiled machine that starts and ends with a focused, well-trained sales team. And therein lies the challenge question I hear every week. “Where can I find more good salespeople?”

With all the sophisticated technology available today – from Zoom and Teams to data mining and social media – it is hard to comprehend why any viable radio station would have difficulty recruiting “good salespeople.” I rarely faced that challenge in any of the markets where I worked. No matter what the ownership structure or market size – from Buffalo to San Francisco – recruiting and retaining “good salespeople” was only an occasional problem.

If you are a manager at any level, in any market, responsible for recruiting and training “good salespeople,” you may never view the task the same way again if you follow these six simple steps:

1)         Recruitment should always be on your “To Do” list. Always, period, the end. Like the sun rises every morning, recruitment is a regular part of your day.

2)         Times are changing, build your bench. If your sales team is a mix of generations, any given team member may decide to move on for reasons you may not understand. Be prepared. Turnover happens, don’t be ambushed.

3)         Do you have a written profile of the ideal candidate for sales? Sound crazy? Try it right now. What are the three must-have qualities of every successful seller on your team? Those qualities may now be changing with newer digital, social media, and programming changes.

4)         Is your compensation structure competitive? This is one of my favorites. Depending on ownership you may or may not have the degree of flexibility you want. However, you may find a friendlier structure through performance incentives.

5)         Would you trust members of your current team to interview a candidate? I used the technique often over 15 years. Sometimes the culture in your sales department is unique or you may feature team performance incentives. The power of teams is a proven winner in most businesses.

6)         Are you plugged in to the new-think of today’s entry-level seller? Here are some current facts that may change your view of recruiting younger sellers:

   a) A study at the University of Chicago showed 56% of Americans think a college degree is not worth the money. Wow, is that different from most job postings!

b) As job markets become unpredictable, 97% of graduating seniors are open to alternative careers, as in not their major, this according to a study by iCIMS.

Finding “good salespeople” should never be viewed as a management headache. Once you make the commitment, the next great seller could be your next interview.

Steve Lapa is the president of Lapcom Communications Corp. based in Palm Beach Gardens, FL. Lapcom is a media sales, marketing, and development consultancy. Contact Steve Lapa via email at: Steve@Lapcomventures.com. Steve Lapa will be moderating the “Generating Revenue” panel at TALKERS 2023 on Friday, June 2 at Hofstra University.

Industry News

MIW Releases 2022 Gender Analysis Study

By TALKERS | by TALKERS

Mentoring and Inspiring Women in Radio, Inc. reveals the results of the 2022 edition of its MIW Gender Analysis Study that compiles and analyzes the number of women in radio broadcasting who are rising to the ranks of management, either as general manager, sales manager or program director/brand manager.  MIW says the results represent the calendar year 2022 and are reflective of 11,215 AM and FM radio stations across America, as accounted for by PrecisionTrak. Regarding general managers, 20.65% had women holding the GM position in 2022. This is basically flat from last year but has shown consistent growth from 2004, when the percentage of female general managers was only 14.9%. MIW calls the sales manager position “the best management opportunity for women in radio.” Last year, 33.45% of stations had a woman sales manager (basically flat from 33.59% in 2021). The greatest challenge for women in radio management continues to be in the area of program directors/brand managers, according to MIW. Women currently program 11.72% of stations, versus 12.09% in 2021. MIW board president Ruth Presslaff comments, “Historically we have celebrated modest to very modest gains. But this year we’re calling out to industry leaders to recognize the leadership, creativity and dedication of women broadcasters, particularly programmers, and put them to work improving your content, your culture and your cash flow.” MIW points out that a study conducted in late 2022 by The WICT Network, Empowering Women in Media, Entertainment and Technology indicates that women working in the media, entertainment and tech industries have increased over the past few years from 33% in 2019 to 38% in 2022. “It is the hope that the radio industry will better begin to mirror the continued growth of women in the general media space and provide an encouraging future for women in radio.”

Front Page News Industry News

Wednesday, February 16, 2022

By Editor | by Editor

MIW Reveals Gender Analysis Study Results. The Mentoring and Inspiring Women in Radio organization reveals the results of the 22nd MIW Gender Analysis Study that tracks the progress of female professionals holding general manager, sales manager, and program director/brand manager titles. MIW says the study reflects data from the calendar year 2021 and was accounted for by PrecisionTrak. In the general manager category, women hold the position at 20.79% of U.S. radio stations. This is an increase of almost a full percentage point from 2020, which was 19.9%. Notably, this number continues to show consistent growth from 2004, when the percentage of female general managers was only 14.9%. Looking at sales managers, 33.59% of stations had a woman in the position last year. MIW says the management position that poses the greatest challenge for women is program director/brand manager. Only 12.09% of U.S. stations had women in the position in 2021, versus 12.2% in 2020. MIW board president Ruth Presslaff says, “If the glass is half full we should celebrate any upward movement, even if it’s incremental, as jobs continue to be eliminated in the continuing pandemic. However, it’s disappointing that the glass isn’t filling faster for those in programming and MIW is paying close attention to this issue. We encourage you to register at radiomiw.com to learn about our multiple opportunities for mentoring and career development!”

iHeartMedia to Celebrate WOR, New York’s 100th Anniversary. WOR-AM, New York owner iHeartMedia is preparing to celebrate the news/talk station’s 100th anniversary of its first broadcast on February 22, 1922. Next Tuesday (2/22), “Len Berman and Michael Riedel in the Morning” will kick off the tribute by interviewing on-air hosts from WOR’s history to share memories of their time at the station. WOR will also air audio of historic moments and invite listeners to call in with their favorite WOR recollections. On February 23, the Empire State Building will light up in the colors of the station’s logo beginning at 5:40 pm. WOR program director Tom Cuddy says, “A station broadcasting for over a century is truly incredible. 710 WOR has a strong connection with the communities we serve, and as the media landscape continues to evolve, it’s exciting to see our reach has continued to grow as WOR listeners adopt streaming on smart devices and the iHeartRadio app.” WOR was initially launched to sell radios and other merchandise at Bamberger’s department store in Newark, New Jersey.

Talk Host Mark Kaye Announces 15-Year-Old Sickle Cell Patient as New Voice of the Program. WOKV-FM, Jacksonville-based, syndicated radio talk show host Mark Kaye (left) names 15-year-old Quincy Chapman (right) the new voice of “The Mark Kaye Show.” Kaye met Chapman during his “Kaye’s Kids” charity event called “The 12 Days of Christmas.” Kaye says, “Every Christmas we surprise local children who are battling life-threatening illnesses with dream gifts. This past December, Quincy was one of those kids.” Chapman suffers from the painful Sickle Cell Disease that’s required several blood transfusions, spleen removal, and a recent hip transplant. “Quincy lives in constant pain,” says Kaye. “But you would never know it if you met him. He has an incredible personality, an amazing smile, and as soon as he spoke on the air we were blown away by the power of his voice. He sounds incredible!” After being at the station, Chapman posted a message on Instagram describing how much fun he had on the show and how he was “hooked” on radio. Kaye saw the post and came up with the idea of bringing him back into the studio to record elements for his show. Kaye says, “As soon as he walked in the studio you could tell by the look on his face how happy it made him. We asked him to record some liners and promos for us. Dude was a natural.”

Alpha Media’s Chris Schmidt Named NSMA’s Nebraska Sportscaster of the Year. Lincoln, Nebraska radio personality Chris Schmidt is named the National Sports Media Association’s 2021 Nebraska Sportscaster of the Year. Schmidt serves with Alpha Media’s news/talk KFOR-AM and sports talk KLMS-AM as play-by-play announcer, host of the “Hail Varsity” program, and cast member of the “KFOR Morning Show.” Alpha Media Lincoln market manager Katie Philipi says, “Chris is an exceptional broadcaster and his passion cannot be rivaled. He is so deserving of this award. The entire Alpha Lincoln family celebrates his achievement.” Schmidt comments, “I’m humbled and honored by this award. Thank you to the many folks I have worked with over the years and get to work with today. I have fun going to ‘work’ every day, talking about news and sports.”

Edison Research to Host Black Podcast Listener Report Networking Event. On February 28, Edison Research is hosting an online “networking” event to further the discussion of the results of the Black Podcast Listener Report it, SXM Media, and Mindshare released in October of 2021. Edison says the virtual event will give podcasters and other interested parties a chance to network and discuss various relevant podcast topics, such as key findings from the Black Podcast Listener Report, feedback for the next report, and other topics helpful to creators in the space.  The study participants consisted of over 2,500 Black Americans age 18+. It concluded that 36% of Black Americans now listen to podcasts monthly. Black listeners are closing the gap with the general market. In 2020, 17% of Black Americans were listening to podcasts weekly, compared with 24% of all Americans. Just a year later, the number of weekly Black listeners jumped to 26% (while the general market grew slightly to 28%). Also, 42% of Black monthly podcast listeners say they’ve been streaming shows for one year or less. You can read the report here and you can register for the networking event here.

Ukraine Tensions, COVID-19, Durham Probe, S.F. School Board Recall, Midterms/Trump & the GOP, Palin-NYTimes Case, Alec Baldwin Suit, and Beijing Winter Olympics Among Top News/Talk Stories Yesterday (2/15). The threat of war over Russia’s military buildup at the Ukraine border; the rate of COVID-19 cases in the U.S., the planned relaxing of mask mandates in numerous states, and the truckers’ protests; special counsel John Durham’s investigation into allegations of Hillary Clinton’s digital spying on Donald Trump; the successful recall of three liberal San Francisco School Board members; the battle for control of Congress in November’s midterm elections and Donald Trump’s influence over the GOP; a judge tosses Sarah Palin’s defamation suit against The New York Times; Alec Baldwin is sued in connection with the shooting death on the Rust set; and the politics behind the Beijing Winter Olympics were some of the most-talked-about stories on news/talk radio yesterday, according to ongoing research from TALKERS magazine.