Download The Findit App

Share Your Posts On These Major Social Networks

Instatag Your Posts to Instagram Facebook + Twitter

News

Internal Sales vs. External Sales Representatives: Shweiki Media Printing Company Presents a Must-Watch Webinar to Help Publishers Determine Which is Right For Them

Austin 2/27/2015 4:19:36 PM
https://www.youtube.com/watch?v=49kja5f4_gU

Here Shweiki Media Printing Company teams up with John Lawo, Jr., president of Magazine Media Strategies, Inc., to present a webinar on the pros and cons of using internal sales vs. external representatives.

(To avoid any confusion, in-house sales staff will be called "staff," and external, independent ad sales representatives will be referred to as "reps.")

Advertising revenue is the lifeblood of magazine publishing, and advertising salespeople are among the most valuable employees at a publishing company because it is their job to obtain that revenue.

How one structures his or her sales department can be a difficult and critical decision for the success of a business. It is a decision that should be made with the following assumptions about one's business in mind: 

  The business has a completed budget, and one knows what it can afford for ad sales and what is most economical.

 The business must compete with other media for ad dollars.

  In-person contact with advertisers and prospects is necessary.

Whatever business structure is chosen, one should remember that control and market position are key concerns. There are three directions one can go when it comes to forming a sales team: all reps, all staff, or a combination of the two.

Internal Staff Considerations

There are a number of internal factors that come into play when building an ad salesforce:

  Competitive Position: The competitive position of a business determines the time and effort reps will put in because it affects how they are paid. The strength of one’s competitive position can determine whether one should use internal staff or outside reps. If a business has a strong competitive position at or near the top of the market, then one should consider reps and staff equally. If position is not so strong, then one should stick with the internal staff.           

  Compensation Structure: The important things to remember about compensation structure are maintaining control over sales costs, regardless of structure, and knowing costs involved with all combinations of reps and staff.

  Specialized Content: One should think twice about whether specialized training is necessary for the sales team. If subject matter and content of media are of the specialized nature, such as technical content, then it would be prudent to provide specialized training beyond the basic principle of selling.           

  Management: Management is more about what one is personally comfortable with. If managers are more controlling, it is best to go with staff, but if they are comfortable with some distance between the "front lines" and "home base" then they should be able to work well with reps.

  Location and Territory Size: Larger media centers like New York City or Chicago have convenient access to pools of talent located internally and therefore should use more of their internal staff. If located in a smaller territory, it might be better to consider external reps. It’s also important to consider the number of ad agencies involved and the number of individual accounts there are to cover.

 

External Rep Considerations

Here, are some external factors one should consider when structuring a salesforce: 

  Location and Territory Size: This is a mutual consideration and follows the same guidelines as stated above.           

  Experience and Reputation: One should hire reps they would want on their own staff, because these reps are representing the business. Reps are the face of the company, and clients and potential clients will likely make impressions about the company and the manager based on the rep. One should hire with this in mind.


 Management and Operation: It’s important to make there is a shared cultural approach to selling and a dedication to good business principles. It is important for everyone to be on the same page about the direction the business needs to go and that brands are being sold in the same way.           

  List of Accounts: Be sure that brands "fit" with reps' existing accounts. No one wants salespeople handling competing brands at the same time, so one should be aware of other positions reps are holding.

Click here to watch the webinar now!

Shweiki Media's mission has always been to help publishers improve by providing the most profitable, hassle-free printing experience possible. This includes guaranteeing the highest quality product, exceptional customer service, world-class communication, an on-time guarantee, and no surprises--whether printing magazines, postcards, flyers or anything else. 

As a printer and publisher, Shweiki Media also believes that this hassle-free experience includes making their clients better. Utilizing relationships with industry experts, Shweiki Media strives to educate clients and help them thrive in the exciting world of publishing--while having lots of fun along the way! 

For more great info from and about Shweiki Media, please check out our blog at shweiki.com/blog (and sign up for our FREE weekly expert webinars!), and subscribe to our Youtube Channel at youtube.com/shweikimedia.  You can also follow us @ShweikiMedia and "like" us at Facebook.com/shweikimedia.

More News

https://s3.amazonaws.com/findit-pictures/267592/1787417_267592_060515021713

How to Prevent Copywriting Mistakes That are Detrimental to Your Business

One of the most important skills for any creative entrepreneur and business owner to possess is hte ability to communicate a message through clear and effective copy, while poor copywriting can drive away potential clients, customers and partners ...

Released On: 5/6/2015
Views: 12328

https://s3.amazonaws.com/findit-pictures/267592/1787356_267592_040515015145

Shweiki Media Printing Company To Serve as Print Sponsor for Emancipet Anniversary Luncheon

Shweiki Media is pleased to announce that that they will be combining their printing prowess with their love of animals to serve as the print sponsor for Emancipet's Anniversary Luncheon on May 11th. For 16 years Emancipet has been keeping pets h ...

Released On: 5/4/2015
Views: 12401

https://s3.amazonaws.com/findit-pictures/267592/1787346_267592_040515084008

7 Rules You Must Follow When Creating Lead Generation Survey Questions: Shweiki Media Printing Company Presents a New Article on Conducting Successful, Profitable Surveys

When conducted correctly, surveys have the ability to effectively generate leads for companies and dramatically increase revenue. Here Shweiki Media Printing Company teams up with expert Matt Coen of Second Street Promotions Lab to present a must ...

Released On: 5/4/2015
Views: 11981

https://s3.amazonaws.com/findit-pictures/267592/1786785_267592_230415125420

How to Prevent Terrible Copywriting Mistakes That Are Detrimental to Your Business: Shweiki Media Printing Company Presents the First in a Series of Webinars

One of the most important skills for any creative entrepreneur and business owner to possess is the ability to communicate their message through clear and effective copy, while poor copywriting has the potential to drive away business and potenti ...

Released On: 4/23/2015
Views: 9753

https://s3.amazonaws.com/findit-pictures/267592/1786665_267592_200415092857

The Foolproof Guide to Ensuring Your Site is Mobile-Friendly: In Conjunction With Google's Update, Shweiki Media Printing Company Presents a Must-Watch Webinar

Timed perfectly with this week's Google algorithm update, Shweiki Media Printing Company teams up with Alicia Lawrence of WebpageFX to present a webinar detailing the ways that one can ensure their website is mobile-friendly--therefore giving the ...

Released On: 4/20/2015
Views: 11758

https://s3.amazonaws.com/findit-pictures/267592/1786298_267592_100415090842

Save Time, Save Money, and Make Sales WIth Killer Content!

When it comes to sales, content is key, and in many cases, quality content can even do the work of an actual salesperson, building trust and persuading customers to make purchases. Here Shweiki Media teams up with Marcus Sheridan of The Sales Lio ...

Released On: 4/10/2015
Views: 11571

Write Right: Shweiki Media Printing Company Presents a Webinar on 12 Surefire Strategies for Creating Incredibly Popular Blog Posts

Writing blogs is an essential aspect of content marketing and building and maintaining an audience, but many people waste time writing posts that never receive many shares or even views. Here Shweiki Media teams up with expert Gina Dietrich of Ar ...

Released On: 4/1/2015
Views: 10433

https://s3.amazonaws.com/findit-pictures/267592/1785477_267592_310315095949

Shweiki Media Printing Company Founder and CEO Travels to Pakistan to Compete in Fundraising Polo Match

Gal Shweiki--CEO and Founder of Shweiki Media and President of the San Antonio Polo Club--recently traveled with his team to Lahore, Pakistan to compete in The Seedout Polo Cup, a fundraising match benefiting the non-profit Seedout. The mission o ...

Released On: 3/31/2015
Views: 10750

https://s3.amazonaws.com/findit-pictures/267592/1785080_267592_260315021057

Don't Connect Incorrectly: Shweiki Media Printing Company Presents a Webinar on Developing 15-Minute LinkedIn Strategies That Could Lead to Millions in Revenue

LinkedIn is a valuable too, and there simple strategies that--when utilized correctly--can lead to millions of dollars in revenue. Here Shweiki Media teams up with social media expert Kevin Knebl to present an essential webinar on strategically a ...

Released On: 3/26/2015
Views: 10112

https://s3.amazonaws.com/findit-pictures/267592/1783474_267592_130315112601

Two-Thirds of College Students Will Spend $500 Or More On Spring Break This Year: Study Breaks College Media Presents The Results of Their Spring Break Survey

Study Breaks, a leading college life entertainment company, surveyed over 200 college students, asking questions about their Spring Break planning, spending and booking. Here, Study Breaks presents the results, including how much money students w ...

Released On: 3/13/2015
Views: 12854

https://s3.amazonaws.com/findit-pictures/267592/1783351_267592_120315025247

Exactly What You Need to Know to Create The Perfect Pay-Per-Click Ad: Shweiki Media Printing Company Presents a New Webinar

Pay-per-click ads, when done correctly, have the ability to be very effective and help companies expand their reach and create more conversions. Here Shweiki partners with experts Alicia Lawrence and Katie Kelly to present a webinar on the absolu ...

Released On: 3/12/2015
Views: 12068

https://s3.amazonaws.com/findit-pictures/267592/1783276_267592_110315120618

Get More Views Now: Shweiki Media Printing Company Presents the Ultimate SEO Checklist For Making Your YouTube Videos Viral

While everyone wants their YouTube videos to get millions of views and go viral, very few people are familiar with the tools and strategies that have the ability to increase the odds of this happening. Here Shweiki Media teams up with SEO expert ...

Released On: 3/11/2015
Views: 10816

https://s3.amazonaws.com/findit-pictures/267592/1782786_267592_270215081936

Internal Sales vs. External Sales Representatives: Shweiki Media Printing Company Presents a Must-Watch Webinar to Help Publishers Determine Which is Right For Them

Advertising revenue is the lifeblood of magazine publishing, which means it's extremely important for publishers to figure out the most beneficial structure possible for their sales team. Here Shweiki Media teams up with John Lawo, Jr. of Magazin ...

Released On: 2/27/2015
Views: 10193

https://s3.amazonaws.com/findit-pictures/267592/1782379_267592_190215120529

Optimizing Twitter Accounts: Shweiki Media Printing Company Presents a Helpful How-To Webinar

Twitter is straight-forward but extremely effective social media tool, and since its creation, it has helped both individuals and organizations alike generate millions of dollars. That said, it's important to know how to utilize it effectively, a ...

Released On: 2/19/2015
Views: 9758

https://s3.amazonaws.com/findit-pictures/267592/1782293_267592_130215122453

Shweiki Media Printing Company Announces Print Sponsorship of the 28th Annual Old Settler's Music Festival

Shweiki is excited to announce that they will again be serving as a sponsor of Old Settler's Music Festival by printing all flyers, programs and mailers for the event. Old Settler's is a four-day event, taking place April 16-19 and featuring 30 m ...

Released On: 2/13/2015
Views: 11289

https://s3.amazonaws.com/findit-pictures/267592/1782292_267592_130215121852

Generating and Capturing Blog Post Ideas: Shweiki Media Printing Company Presents the First in a Series of Must-Watch Webinars

Shweiki Media teams up with Gini Dietrich of Arment Dietrich to present a must-watch five-part video series on how to get blog posts read and shared. Here, in the first part of the series, expert Dietrich discusses how to effectively generate and ...

Released On: 2/13/2015
Views: 11582

Selling Quiz Sponsorships to Advertisers: Shweiki Media Printing Company Presents a Step-By-Step Guide to Success

Due to their shareability, effectiveness at reaching an audience, and ability to drive traffic, quizzes can serve as promotion and a great way to get advertisers involved. Here Shweiki Media teams up with Matt Coen of Second Street Promotions Lab ...

Released On: 2/6/2015
Views: 9947

https://s3.amazonaws.com/findit-pictures/267592/1780836_267592_300115101854

Five Essential Rules For Successful Content Marketing: Shweiki Media Printing Company Presents a Must-Watch Webinar

Effective content marketing is a key component of success at any company, but in many cases, it's easier said than done. Here Shweiki Media Printing Company teams up with expert Marcus Sheridan of The Sales Lion to present a webinar with five ess ...

Released On: 1/30/2015
Views: 10902

Load More wait