Blogs, Editorials, Knowledge, Research

The following Articles were either written by LPG staff, or reposted by LPG staff with credit given to the original author.  Some are Editorials in which we share our opinions on the industry. Others were written from our knowledge of working in the field for years.  Finally we have research from LPG and or third parties. 

Feb 22, 2023

Recognize Your Superior Performers--- Without $$$

Not everyone is motivated by money. Research has shown that one in four top performers leaves an organization every year because of lack of recognition. Whether it's the Grammys, the Oscars or the Radio Wayne Awards sponsored by Radio Ink, all you ...
Feb 21, 2023

Martial Arts Weapons For Your Sales Reps

In my martial arts training, one of my favorite weapons was the staff. The best-known staffs are the Japanese Bo and Jo. The Bo staff, made of hardwood, is five or six feet in length; its practice is called Bojitsu. The Jo staff is more appropriately ...
Feb 20, 2023

The Pros and Cons of Raiding And Pillaging

First-year attrition of sales reps in our industry is 80 percent,which means that only one in five makes it to the first anniversary. Recruiting analysts say that, if 50 percent of your new (never-sold-Radio) hires in Radio make it 12 months, you're ...
Feb 17, 2023

Keeping Your Top Billers Happy Three Surefire Techniques

If you are going to keep your sales reps happy, and more important, your top billers happy, here are three points to consider: 1) Determine what you are willing to pay . Most of us use different sales percentages in cost per sale. Depending on the variables ...
Feb 16, 2023

Are You Hiring Russian Dolls

ARE YOU HIRING RUSSIAN DOLLS Is there a magic-bullet question for hiring super-talented salespeople? What do you look for to get fire-breathing, don't-take-no-for-an-answer overachievers? David Ogilvy, advertising guru and founder of the advertising ...
Feb 15, 2023

Just How Important Is It To Protect A Brand?

Had to share this as we all work with businesses that need to pivot quickly at times to protect their brand and a longterm digital footprint. AppyPie's Samarpit reveals some fuel to move clients that don't see the value in managing their online ...
Feb 14, 2023

The Best Compensation Plan For Your New Sales Recruits

Nickel-and-diming a new sales rep in compensation will most likely leave you scrapping the bottom of the barrel for exceptional sales talent. Our attrition rate in Radio sales is 80 percent to 90 percent for first-year reps. What kind of future top-notch ...
Feb 13, 2023

The End Of The Line How And When to Fire Salespeople

A look at the LPG Blog archives brought this gem from 2000. The names and faces could be anyone in todays Sales Management vertical but the advice and perspective they share is timeless. The hardest thing a manager has to do is fire somebody. Of course, ...
Feb 9, 2023

5 Ways to Boost Revenue No Matter What the Economy Does

Here are five ways to increase your revenue, no matter what the Economy does. 1. Sales Trainees For Prospecting : Hire a few entry-level salespeople to generate and qualify leads for your top people. Give the leads to your top people, who will do the ...
Feb 8, 2023

Buyers Awareness Cycle Top 40

Ever want to know how long it takes a person to consider a product or service for purchase? Consumers were interviewed by Prophet Research as they completed purchases at each of these verticals and identified how long the Buyers Awareness Cycle was on ...
Feb 7, 2023

3 Great Sales Meeting Ideas!

Here are three sales meeting ideas that'll jazz up your meetings and pump up your team. 1) I'll Build On That : Objective is to have your AEs see where the holes might be in their Customer Needs Analysis. Have AEs bring their first-call database ...
Feb 6, 2023

Creating Sales Meetings that your sales Reps Won't Hate

Your sales meetings don't have to be a Mary Kay Cosmetics revival, yet the sales-meeting atmosphere determines whether your reps gain value for time spent in this important meeting. Boost the value with these hints: 1) Structure : The amount of preparation ...
Feb 3, 2023

Is It Time To Be Tough With Your Sales Team?

Do you have to be a human put-down machine to get things done? No! It's the take-charge, no-nonsense managers - who demand respect and get the best from their people, no matter the cost to the human ego - who ultimately have a positive effect on ...
Feb 2, 2023

Emotion Equals Motion Showing Enthusiasm For Your Product Can lead To Increased Sales

Recently, I sat in on the Dawson McAllister Live call-in advice show, listening to teenagers and young adults telling their stories and asking for help. I felt many emotions that Sunday night, and left the studio a different person than the one who walked ...
Feb 1, 2023

Leadership + Commitment = Power

it's appropriate to write an article that includes the ingredients that the most successful leaders demonstrate every day - Here's my list of the 10 components that make great leaders: 1) Slow to Hire, Quick to Fire:The top three things a manager ...
Jan 31, 2023

Checklist For Your Sales Department's Success

Central Oregon, a sportsman's paradise, is a great place to visit. Running a sales department here in Bend is highly competitive. After 40 hours of mid-year reviews, the sales manager, sales reps, and I have one more day of matching account-by-account ...
Jan 30, 2023

Sales Contests That Work

Look at almost any media property in the U.S., and you'll find two common types of sales contest. One of them is an overall staff contest, wherein the entire sales team hits a certain monetary quota for a specific quarter or a month and collectively ...
Jan 27, 2023

You Can't Coach Your Team From Behind Your Desk

Inventory management, motivation, hiring, account management, in-field coaching - these are just a few of the job functions of today's sales manager.Which is most critical for the sales manager to master? Without question, it's in-field coaching.This ...
Jan 26, 2023

Recognition Doesn't have to be Humiliating

I have received many e-mails from managers across the country to say that putting up the "leader board" in the sales bullpen is rather harsh and condescending. My response? Don't forget that we are in sales, and as managers,we're not ...
Jan 24, 2023

How will you rally your Troops in the year ahead

One degree makes a big difference. Water is hot at 211 degrees. But at 212 degrees it boils, and boiling water generates steam, and that steam can power a locomotive. A while ago, I sent the sales managers we consult the clip for 212. .You can view the ...
Luce Performance Group Broadcast Media Sales and Management Training

Luce Performance Group
Broadcast Media Sales and Management Training


In House Sales TrainingOnline Training & CoachingOngoing Sales ConsultingCorporate SeminarsClient Advertising SeminarsManagement WorkshopsStrategic Budget Planning



Contact Us

Visit us on Facebook Visit us on Twitter


Privacy Policy
Terms of Use