OOH Sales Blog

Creating Your Recipe for Success in 2024

Earlier this spring we talked about the value of having a strategic plan for how you are going about managing your OOH book of business or in other words, your account list. Making sure to break down that account list into 4 strategic “buckets” each requiring distinct approaches to maximize growth.

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As we are closing out a very strong 2023, we're actively engaging with our OOH clients, guiding them through comprehensive goal-setting exercises to position themselves for success in 2024. As sales professionals, understanding our driving force is crucial. What are we aiming to achieve personally? Clarity on meaningful personal goals allows us to chart a course for success – after all, one can't hit a target they don't have!

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How many sales do I need to make next year? How many proposals will I need to make? How many initial meetings will I need to conduct? How many prospecting activities will I need to do? What prospecting activities should I be doing? To know that I am going to need to know what my close ratios are from one step in the selling process to the next. Have you tracked your close ratios throughout the sales process? If you are like most, you haven’t. However, there are industry standards and averages that we can at least get started with.

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Does this sound complicated? It’s not really. Imagine applying a simplified methodology or system to ensure the realization of your personally significant goals. Would it be worth some additional thought and planning? Remember this…Decide what you want, build a plan, and you can bet on the outcome. It’s like money in the bank. But I don’t know, maybe that’s not important to you…or is it?

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_{Need help with sales skills or coaching to take your out of home company to the next level. Learn more about OOH Sales Mastery at oohmastery.com or Contact Dan Nausley at dan.nausley@sandler.com, 423.702.5579.}

_{Lisa & Dan Nausley of Sandler Chattanooga have developed the OOH Sales Mastery Program after more than a decade of training/coaching scores of OOH Operators across the country in sales, leadership, and executive coaching.}

Read more Outdoor Sales Mastery Blogs

OOH Sales

Qualify Hard, Close Easy

In OOH Sales Mastery, we teach and relentlessly reinforce a simple principle, an impossible-to-forget idea that carries massive implications for optimal revenue production: qualify hard, close easy. One of the big problems we see, though, is that people sometimes imagine they’re qualifying hard, but aren’t. Why not? Because they aren’t completing a non-negotiable element of qualification: qualifying the potential buyer’s Pain, (or in layman’s terms…their problems, issues or concerns). If we haven’t done that, we have no place making any formal recommendation or presentation to the buyer. And, as a result, we can’t expect to close easily. When we qualify effectively their Pain, what are we doing? We’re clarifying, in emotional, practical terms that resonate for the buyer, exactly what all the potential costs are for not taking action on a problem that’s keeping them from getting where they need to go next in their world. One of our most famous tools for clarifying the emotional impact of those costs is known as the Pain Funnel. It’s a powerful series of questions that is designed to allow the prospect to self-discover not just what is happening but why it is happening and most importantly, how does that issue affect the bottom line.

OOH Leadership

Successful Hiring Requires Knowing What You Are Looking For!

Let me throw a couple of statistics at you that will blow your mind. According to a recent study conducted with hiring managers…1. 92% of hiring managers polled could not specifically describe what characteristics/attributes would be required for a new hire to be successful in the role they were hiring for.2. With the benefit of hindsight, those same hiring managers were asked what percentage of the new hires in the last 5 years would they confidently describe as “best fit” hires for their roles. Their answer? Less than 15%‍. How can you find the best candidates for your OOH sales position if you don’t really know what you are looking for?