It has been reported that Clear Channel's most recent round of expense cuts includes Kimberly Cutchall's world-class training program. If true, this is a huge loss for the radio industry and an equally large opportunity for the NAB and RAB.
If there ever was a time for professional training and development in radio, it is now. The need is particularly dire in the sales departments, where qualified sales candidates are hard to find in all market sizes.
The NAB and RAB should seize this opportunity to capture a major industry resource: make a deal with Kimberly and her team, as well as Clear Channel, to take over and run the training business. And the industry should commit to supporting it by training personnel on an ongoing basis. Perhaps the state broadcasting associations can lend financial support as well.
We can't ignore radio's talent drain to new media and nine years of flat to declining revenue.
David and Jeff: What do you say?
George
Media Services Group
George,
ReplyDeleteYou are so right. Radio will not rebound by dumbing down the product. Clear Channel's loss should be the industry's gain.
John Garziglia
__________________________________________________________________
John F. Garziglia, Esq.
Communications Law - Womble Carlyle Sandridge & Rice, PLLC
1401 I Street, N.W. Suite 700 / Washington, DC 20005
(202) 857-4455 (direct)/(202) 261-0055 (fax)
Email: mailto:jgarziglia@wcsr.com
Bio: www.garziglia.com
One Page Local Public File Checklists for 2009: www.garziglia.com/checklists
___________________________________________________________________
"The best way to hire a broadcast station lawyer is to ally with a tenacious, industry-knowledgeable counselor who has a passion for broadcasting" -- JFG
George, your right. I'ave had the pleasure of being in many markets and rebuilding sales staffs. The single biggest issue is sales training. Typically we put them in front of a computer for a couple of days and then have them ride with a "senior" seller who probably has a bad attitude. The last class I held lasted 4 weeks before we even let them think about calling on a client. With multiple stations, internet products and more. Training is imperative.
ReplyDeleteGeorge,
ReplyDeleteyour comments are so important. we have to encourage young people into our industry and show them that we are uniquely positioned to integrate with new technologies to transition our business at least into this century.
George,
ReplyDeleteOne of the deciding factors for me to take a job at Clear Channel versus another company was the management and sales development training that CCU offered. This is a huge loss for our company and very short sighted on our part. Our industry should figure out a way to keep this resource.
George:
ReplyDeleteA great idea. As I travel to state associations a frequent theme among independent broadcasters is the need for quality training. The state associatins are trying to help, but without the support of the large group members, its been an increasingly rough road.
Now, more than ever, good training is important as we transition into a new era of broadcasting. Training was even a theme at the NAB Convention FCC discussion session.
Gregg Skall
Womble Carlyle
202-857-4441
You can look around CC at the best performers and we will tell you CCU had a direct, positive impact on our careers. But because it is not something that can been directly "seen" on a P&L, it is harder for some people to understand. And it wasn't just what we learned from them, it was how they delivered it. To have them in place as the industry starts to turn - and it will - gave us an advantage... too bad that resource is gone. What a coo to get this team and raise the level of professionalism and credibility of the entire media world. They are totally up to the task. Go get ‘em!
ReplyDeleteGeorge, I think your idea is a good one. I had the good fortune very early in my career of recieving what I still believe is the best sales skills training that I have ever seen - the Xerox Professional Selling Skills system. The RAB does a quite credible job with their training programs but like most media training (including Clear Channels I believe) it is fairly media based. While our industry desparatly needs more wide-spread media sales training I believe our greater need is fundamental, cutting-edge selling skills training. Perhaps the Clear Channel folks could work with the RAB/NAB to create both. In any event, good thinking George and some great comments from the rest. If I can help champion this in some way just let me know.
ReplyDeleteDennis Jones
President
RadioJones, LLC
The state of the industry begs leadership from its supposed leaders.
ReplyDeleteOr they should simply step aside and let real leaders heed the call.
George, I think your idea is a very good one. I believe I was very lucky early in my broadcast career to have gone through what I still think is the best actual sales selling skills training I've yet seen - the Xerox Professional Selling Skills system. The RAB does a very credible job (as do others including Clear Channel) with what I think is more media sales based. While this is great and while markets of all sizes need much, much more consistent media sales training I fear we also suffer as an industry from a lack of cutting edge, rigorous selling skills training. Maybe the Clear Channel folks could combine with the RAB/NAB to provide the industry with the best of both. Good thinking George - the other post here are thoughtful as well. Let me know if there is anything I can do to help champion your idea.
ReplyDeleteDennis Jones
President
RadioJones, LLC