The Dirty Dozen

Longer holiday weekends like this can provide us with an opportunity for rest, relaxation and reflection. As we get closer to year's end and begin our planning for next year, here's some questions you may have:

What worked well?

What didn't work according to plan?

What changes or course corrections should we consider?

What resources do we need?

These are not just leadership questions but questions for all of us in all departments as we evaluate our effectiveness. We can all agree that the changes in our industry continue at a mind-numbing pace. This leads us to an additional key question:

Do I or my team need training?

The Brooks Group's Michelle Richardson, VP of sales performance research, identified twelve Top Warning Signs Your Team Needs Sales Training. We'll provide six key points here. You can read the full article for more information. Declining Performance Metrics: Decreased win rates, longer sales cycles, smaller deals all could point to underlying issues.

Inconsistent Results Across the Team: Are only the top performers winning?

Difficulty Adapting to Market Changes: Market changes, technology changes, product and service expansion. These can all be challenging for a team to keep up with.

Lack Of Product Knowledge: As companies expand their platforms and offerings, is your team keeping up?

Stagnant Accounts: Is your team finding it challenging to upsell or cross-sell existing customers?

Low Use of Sales Tools and Resources: Assuming you have access to resources available to you through RAB membership, a CRM tool and collateral materials about your offerings, are they fully using them? Are they aware of them?

If any of these six key points feel familiar or uncomfortable for you to ponder, then your team could likely use some upskilling. RAB has a wealth of information on RAB.com. It's the largest media-focused websites for broadcast companies. Because of the size and complexity, it can be challenging or intimidating for teams to fully utilize the resources. Brooke Williams and Dolores Nolan on our membership team are ready, anxious and more than capable of providing an RAB Member Benefits presentation for your team. They are included as part of your membership, and we recommend you have one at least every six months.

Managers, have you viewed the new "Managers Dashboard" section on RAB.com? Here, you can take a global look at your team and learn how and when they are using the resources of RAB.com, such as their last login, number of logins, and specific resources utilized and searched. All are available for you to see in your manager dashboard. It's a great way to identify training gaps and help your teams by providing the necessary tools and resources.

It's cliché, but Albert Einstein first noted: "Doing the same things over and over and expecting different results is the definition of insanity."

If you're looking for different results, they come from different strategies, well-trained teams and teams fully utilizing your tools and resources. There are plenty of places where you can get appropriate training for your team. We would be honored if you would consider what your RAB offers. You'll find our training resources here.

Get started today by emailing Brooke Williams or Dolores Nolan.

Happy Friday!

Jeff Schmidt is the SVP of Professional Development. You can reach him at Jeff.Schmidt@rab.com. You can all so connect with him on X and LinkedIn.