Radio Sales Today

RAB Sales Tips

Are you running on empty?

If the low fuel light came on in your vehicle, would you say, "I can’t afford gas right now, I have to get to my destination?" Sounds silly, right? You can't get there without adequate gas.

Hold that thought…

On Tuesday, we had the pleasure of spending the day with another group of sellers of all ages and experiences going through our highly acclaimed Sales Essentials workshop. We do our best not to make these tips sound self-serving, and at the same time, working with people as we do, we can't help but notice the improvement in understanding, job clarity and motivation when someone completes our training. Of course, there are plenty of places you can invest in training, but the evidence is clear: well-trained teams perform better — much better.

Kim Johnson, director of sales at RAB, recently had a conversation with a manager about investing in training. The manager informed Kim that their first quarter was off to a rocky start and she felt there was no way she could ask for money for training right now.

Training is the fuel that keeps the sales engine running. Similar to ignoring the low fuel light because you can't afford gas, yet still need to get to your destination, you can't reach your sales goals without adequate fuel (training). If your low fuel light is on, you're off to a less-than-great start to the year. Maybe it's time to gas up? Click here to find a list of all of our training options at RAB, including both virtual/live training, as well as our Gold Standard Certification courses, including the just-released Certified Radio Marketing Consultant (CRMC) course.

I'm sure Kim would love to have a conversation with you. You might even get her to check your oil and wash your windows. (972) 753-6759, or

Here's to 2022 being your best year yet! Jeff Schmidt is SVP-Professional Development at the Radio Advertising Bureau. You can reach Jeff at or follow him on social media: Twitter, LinkedIn.

Source: Jeff Schmidt, SVP, Professional Development