The current reality at many major dailies
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Daily newspapers are waging a constant battle to grow/maintain market share in an increasingly competitive environment.
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Senior advertising management is being called upon to produce year-over-year performance gains in rate and volume.
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Resources available to support growth are limited and in some cases are in decline.
Barriers to Success
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Increased competition for local marketshare.
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Emergence of new niche competitors.
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Limited/Restricted sales resources.
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Lack of clean and up-to-date advertising data to support decision-making.
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Availability of effective sales analysis and reporting tools
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Availability of reliable and current prospect database.
Ask yourself –
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Is your sales force deployed in the most efficient manner?
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When was the last time territories were fully reviewed and analysed?
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Do you know where the best and most profitable opportunities exist to grow your account base?
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Do you have access to effective analytical & reporting support tools?
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Do you possess a prospect database that enables your managers to guide the account prospecting activities of your outside/inside sales force?
Based on your situation, Sales Force Effectiveness may be required!
What is Sales Force Effectiveness?
Sales Force Effectiveness is a unique program designed to enable advertising sales management to more effectively deploy and coordinate sales resources in order to generate "more calls and better calls".
Sales Force Effectiveness was developed with a menu-driven approach which provides our clients the ability to select only the components they need, and ensure that each program is tailored to suit their specific needs.
Components of Sales Force Effectiveness
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Situational Analysis
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Sales Territory Restructuring/Realignment
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Rate Analysis & Strategy Development
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Account/Category Growth Tools
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Analysis & Reporting Tools
Benefits of Sales Force Effectiveness
Click here for our Sales Force Effectiveness Quiz! |
