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Bryson Broadcasting International Newsletter

Raising Radio and TV Revenues Worldwide! 
1 December, 2021


What Will I Earn Next Year?
Our daily activities determine our paychecks.
money_sack.jpg

In 31 days 2022 will arrive. Now's the time to set goals and expectations for the new year. It can be difficult to gaze into your crystal ball and project the next 12 months. We know that external events can affect business. As business rebounds, 2022 is looking very promising. The Christmas season has started with a BANG. This usually means happy, optimistic clients who are ready to continue the momentum in January.

Even in normal years, as salespeople and sales managers, we may dread the goal-setting process. Whether or not some external force intervenes, in reality, our goal-setting process should not be focused on what management wants us to bill. It should be focused on what you want to earn. At the end of the day, you determine your paycheck. How you spend your billable hours, how you respond to changing market conditions, will ultimately determine your earnings. Spending our billable hours productively is critical to recovering our income levels.

There is a simple formula to calculate what you will need to bill to earn what you wish to earn.

Amount I want to earn________________________________________
Divided by:
Commission rate ____________________________________________
Equals:
How much I must bill _________________________________________

Next, divide that total yearly amount into months. What must the billing be for each month, and what will you earn that month?

This exercise gives you a starting place to plan your efforts for the coming year. Now that you know what you must bill monthly, you can calculate how many face-to-face calls you will need to make each day to achieve that billing level:

Monthly goal:______________________________________________
Divided by:
Average order: _____________________________________________
Equals:
Number of orders needed: _____________________________________
Divided by:
Closing ratio %: ____________________________________________
Equals:
Number of meetings needed: ___________________________________
Divided by:
Number of work days in a month: ________________________________
Equals:
Number of meetings per day: ___________________________________

Sales is a numbers game. Once you know your numbers, you have a roadmap to higher income in 2022.
Happy Selling!
The Client's Corner
Bryson Broadcasting International is serving our clients in new ways this year. In addition to in-person market visits, virtual sales training and sales meetings are available for your stations! We will customize the materials to meet your individual needs. Once a month, these sessions will be done live with your staff. The Zoom meeting platform allows for interaction and discussion as we teach the materials. It's more important than ever for our sales staffs to have great skills. Good skills are no longer good enough. We can raise the skill set of your staff.

To discuss how we may benefit your revenue department, give us a call at 918.810.3068 or email at pat@patbryson.com. Prepare for 2022 with strong momentum and A+ players!
Words to Live By ....
“Time management is about life management.”
Idowu Koyenikan
The Perfect Christmas Gift!
What people are saying about this new book:
“In this time of a rapidly expanding media landscape with increasing layers of complexity, Pat Bryson reminds us that sales is still a people to people business built on personal relationships. The best relationships will endure long after disruptions such as COVID-19 have passed."
Peter Saxon
Managing Editor Radioinfo.com.au
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The sales teams for The Original Company. What a group!
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Training groups for TOC. It's time to be creative!
We want to help your staff increase revenue!

We at Bryson Broadcasting International are available to help your sales staff achieve its next level of expertise. We customize our programs to meet your needs. As needed, we make use of interpreters and produce sales materials in your language. Our training options include online sessions done live for your staff.

If you would like to discuss your sales training needs, we may be reached at Pat@patbryson.com,

or call us at 918.810.3068. 

For more information about BBI, click here.

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