The Founding Fathers were quite progressive for their time when they declared that all “men (and women) are created equal.” Living in the 18th century, it’s not surprising that they didn’t take the next step and realize that although all are equal, all are also different. Since then, especially during the late 20th century and the first decade and a half of the 21st century, people have come to understand that inclusiveness, or societal diversity, is a strength.

A sense of community is key for employees. It gives them a feeling of belonging while helping build culture and learning. This article discusses how companies can be sensitive and promote community. In her book Retirement and Its Discontents, Michelle Pannor Silver’s research reveals that for millions of people work is much more than output or income they generate. It is a source of meaning and social identity. It is where they feel intellectually stimulated and can express their creative selves. It is where they feel a sense of community and connection.

Salespeople have a sales process that guides their approach to creating and winning deals. Sales managers have a cadence to lead their sales force so they can reach their goals. Sales leaders have sales performance management to build, maintain, and improve the sales function. Sales performance management is a holistic view of sales.

Today’s local media sales professionals — whether selling newspaper, magazine, TV, billboard, or digital — must go beyond selling ad space. As local businesses face a more complex customer landscape, success lies in understanding and educating clients on the full buyer’s journey. By aligning traditional and digital tactics across awareness, consideration, and decision stages, reps can elevate their value and become indispensable marketing partners. This strategic approach increases campaign effectiveness, boosts renewals, and turns one-off buys into long-term relationships.

Remote work was on the rise before the 2020 pandemic. But now the model is here to stay. In the last year or so, many homebound knowledge workers have adjusted their typical office routine. The benefits range from money saved on commutes to the ability to hire more geographically diverse applicants. But there are challenges, too. After 11 months of working from home, staying consistently productive and tuned in to the needs of the rest of your team may be difficult.

Nov 13, 2024 | Media, Retail, Advertising and the Economy, Industry Press Highlights Executive Summary: In 2024, Mattel and Hasbro, the industry giants in the toy market, lowered...

More sales organizations use a legacy approach than a modern sales methodology. Some of these sales managers may not be interested enough in studying the various ways to approach the sales conversation. As a sales leader, you need a modern sales methodology that teaches clients why they need to change and how they can make key decisions for their business. We are now in the third decade of the 21st century. We have electric cars, supercomputers that fit in our pockets, artificial intelligence, and business models like those used by Uber, DoorDash, Airbnb, and Netflix. Almost everything we once knew has been reimagined. We live in an AC/DC environment, one of accelerating, constant, disruptive change. Given this reality, it’s surprising how many of our peers are still selling with an approach that’s nearly 60 years old, from an era when people watched black-and-white television.

The FTC’s March 13 warning letters to 97 dealership groups signal that auto advertising is entering a period of sharper scrutiny, especially around price transparency, mandatory fees, financing conditions and vehicle availability. For local media sellers and ad agencies, this is not just a compliance issue but a business issue, because misleading offers can undermine campaign performance across radio, TV, print, digital and outdoor by eroding consumer trust. The opportunity for media professionals is to help dealers create cleaner, more consistent and more credible messaging that improves both legal defensibility and sales effectiveness.

A record 186.9 million Americans plan to shop from Thanksgiving through Cyber Monday, creating unprecedented opportunities for local media sales and advertising agencies as retailers compete during the industry's most critical period. While Black Friday remains dominant with 130.4 million expected shoppers, Saturday's local business focus and 59% of shoppers using digital wallets demand multi-platform strategies spanning the entire weekend. With 58% of consumers already shopping by early November and total spending forecast to exceed $1 trillion, advertisers must launch campaigns earlier with value-driven messaging across search, mobile, and geo-targeted channels.

Kick off the week strong with these must-run co-op campaigns your customers will be excited to promote!
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• KIOTI Winter Sales Event! — Finish winter with hot deals on dependable tractors and equipment.
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• Spring Fever Offers From Lynx Snowmobiles! — Catch the last of the season with adrenaline-packed savings.

One of the most significant themes in my practice is the leader whose team of direct reports are experiencing difficulties working together. Most of my clients are CEOs, and they face this challenge with their company’s senior leadership team, but it’s a dilemma that can occur at every level of an organization. And while the leader isn’t solely responsible for their team’s culture, they typically have the greatest ability to influence it–for better and for worse.

We know that individuals with Drive make great salespeople, but there are a number of other traits that complement Drive and are important to consider when looking to hire top-producing salespeople. These are sales traits that you just cannot identify from an interview alone. That is why it is critical to start out with an assessment that measures Drive, because coaching salespeople after hiring isn’t always the best way to find success.

Regular exercise is a game-changer for local salespeople, enhancing productivity, mental resilience, and overall well-being. Physical activity improves cognitive function, boosts energy levels, and reduces stress, leading to better performance in sales tasks. By incorporating fitness into your daily routine, sales professionals can manage time more effectively and build confidence. This story explores the profound impact of regular exercise on sales productivity, backed by research and expert insights.

As an executive leadership coach, I’ve had the privilege of working with leaders from various backgrounds and industries. One thing I’ve consistently observed is that exceptional leaders share a common practice – they regularly ask themselves thought-provoking questions. These questions serve as a compass, guiding them through the complexities of leadership.

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