Spring into the DN! FAQs How do we earn DN Bucks? Earn DN Bucks to purchase one of many prizes at the BBQ in April. Sales representatives, classiďŹ ed personal, designers and our national representative all have a set of guidelines that they can do weekly to earn DN bucks. The more you do, the more you earn! Are there restrictions to what needs to be done? Yes, there are some restrictions to how you can succeed at earning your DN Bucks. See your individual supervisor for more information. Are there restrictions to the prizes? Yes, some restrictions may apply. See your individual supervisor for more details. When can I start earning DN Bucks? Beginning TODAY, January, 29, 2007. How will you know that I have done what needs to be done to earn my DN Bucks? Be sure to log it on your weekly sheet and have a meeting with your supervisor weekly to obtain your payout. Each supervisor will also be doubling checking all information. When will the Auction take place? We are still determining that; please sign any and all days you are available either afternoon or morning on the calendars posted around the advertising department. We will be determining a date Feb. 28th. Are there any other opportunities to earn DN Bucks? There may be some bonus opportunities to earn DN Bucks throughout the semester. We will keep you posted when those opportunities arise. Good Luck! Further questions please see Sonya or Joy.
Spring into the DN! It’s a Daily News auction!
Save your DN bucks for these fabulous prizes and so much more!!
• Have Sonya or Joy dress in a costume of your choice for the work day • Have your car washed by one of us • Have Joy design your ads for a day • Have Sonya go our on your sales calls for a day • Have Sonya do your paperwork for a day • Have Joy assist you in making your web portfolio • Have one of us clean your house • Have one of us be your assistant for a day • Have one of us as your chauffeur for the day • With your DN bucks purchase gas cards • With your DN bucks purchase movie money • With your DN bucks purchase food
• And so much more to be announced at the auction! **Restriction may apply on any and all of these offers.
Spring into the DN Sales Rep:
______________________
Week:
______________________
Sell spot color ($20): (No money if discounted) Sell full color ($50): (No Money if discounted)
_____________ _____________
Sell a half page ($50):
_____________
Sell a full page ($100):
_____________
Sell a new client ($30):
_____________
Show up to weekly meeting on time ($10):
______________
Show up to one on one on time ($10):
______________
Check in three times a day
______________
($5)
Come to work every day for a month ($100)
______________
Sell a spec ad ($15):
______________
Complete a needs assessment ($50):
_____________
Take an artist on calls ($10):
______________
Sign a new contract ($100):
______________
Make your weekly goal ($100):
______________
Make your monthly goal ($200):
______________
Wear professional attire all week ($50):
______________
Take Kevin or Sonya on sales calls ($20):
______________
Collect prepayments on time ($30):
_______________
No late ads for a week including copy and paperwork ($50)
_______________
Work Cardinal Cupids Booth two days ($50)
_______________
Work Graduation Booth Both days ($50)
______________
Total Payout for the week:
_______________
Payout has been received: _______________________ Sales Rep
_______________________ Advertising Director
Spring into the DN! Designer: Week: Next day turn around on a spec ad ($50) Come to work on time ($5) Not missing your shift for a month ($100) Keep desk organized for a week ($5) Meeting design deadlines as a group for special sections ($50) Going out on a sales call with your rep. ($10) Tracking your contest ads on the sheet on your board for the week ($15) Help upsell an existing customer (by designing an ad bigger that the sales rep. could take out without the rep. asking & it sells) ($100) Help sell a spec ad with color ($30) No errors for a week (published ads) ($40) Help bring in 5 new businesses through spec ads in a semester ($200) Working the Hot Cocoa stand ($25) Working the Graduation Scramble light event ($25) Design at least 2 house ad campaigns for the semester ($75) Taking corrections over the phone ($1) Saving and ďŹ ling ads/paperwork correctly for a week ($20) Not forgetting to put a border in ad for a week ($25) Payment has been received: Advertising Creative Specialist
Total Payout:
Designer
Sales Incentive Plan for 2007/2008 School Year In order to retain senior account executives and attract qualified new account executives we will enact the following changes for the upcoming school year, starting May 8th 2007 after the last issue for the school year has been published. *All individual goals and sales will be tracked and presented at the weekly sales meetings. Sales Manager We will create a position for one of the senior account executives titled Sales Manager. This position has been created to insure proper training and initial accounts for the new sales assistants. We will take one of our top senior account executives that have shown a desire to help The Arbiter grow by involving himself in training and sales planning and promote him to sales manager. This position will include hands-on training of the sales assistants by having one-on-one meeting with them once a week to discuss prospecting and how to handle rejections from potential and existing customers. The sales manager will also take the sales assistants on sales calls with existing customers as well as potential new customers. The sales manager with also be involved with sales strategies, and planning for upcoming special issues and events so that sales feedback can be considered when planning. The sales manager will be paid 20% commission on all of his own accounts, 5% on the contracts that he helps close for sales assistants, and $50 per issue to help compensate for time spent with sales assistants instead of selling. Senior Account Executives We will create a position called senior account executive for sales associates that have continually met sales goals that were set in the previous semester. Instead of paying them a graduated commission depending on sales for individual issues, they will make a flat 20% of their sales. This higher sales commission will help to compensate for the $25 per issue that was paid in the previous year but will not be paid this year. They will have a higher goal to meet than the other sales associates, but if they meet all their set goals and we meet the overall sales goal they will receive another 5% at the end of each semester. Sales Associates Sales assistant will become sales associates after they have become fully trained and have their own client base. This timeframe will be different for each sales assistant depending on how many clients they have signed and how much their sales goals have been reached. Once they start reaching sales goals on a consistent matter they will be removed from an hourly wage and placed on full commission. The amount of commission they receive will be on a graduated scale depending on sales. The higher the sales are, the higher the commission percentage will be paid. It is broken down per issue formula listed below: If they sell less than $250 commission is 8% Between $250 and $350 commission is 10%. Between $350.01 and $450 commission is 13%. Between $451.01 and $650 commission is 15%. Between $650.01 and $900 commission is 17%. Between $900.01 and $1500 commission is 19%.
Over $1500 commission is 20%. The formula will look like this in an Excel spreadsheet: =IF(E38>1500,0.2,IF(E38>900,0.19,IF(E38>650,0.17,IF(E38>450,0.15,IF(E38>350,0.1 3,IF(E38>250,0.1,IF(E38>0,0.08,0))))))) Sales Assistant The sales assistant position will be created to attract new sales people and give them a position to be promoted to within 3 months of hiring. To combat the negative implications many associate with working on a commission and to attract college students that may feel that are more qualified to fill an assistant position we will advertise for and start all sales people as a sales assistants instead of sales associate. With this position we will start the assistants at a wage of $7.50 per hour and require approximately 10 to 15 hours per week. They will work very closely with the sales manager for their first couple of months and the sales manager will join them in all sales calls for the first month or as necessary. Training The sales training will consist of an initial orientation with the general manager that will cover all the basics of the paper’s operations as well as policies and general rules for working at The Arbiter. It will also consist of weekly meetings with the general manager, the sales manager or the business manager to discuss strategies and expectations. Sales assistants will also be issued a copy of the sales book Newspaper Advertising Planbook by the Newspaper Association of America and a schedule of all upcoming special issues and events that they can use to plan selling strategies for months in advance. We will also have weekly group meetings with all the sales staff, the ad coordinator, marketing director, sales manager and business manager to improve sales strategies and track sales goals.
Sales Goals The overall advertising sales goal for the fiscal year 2007/2008 will be $220,000. Main Issue Sales Goals: Display Per Issue: Sales Associates Senior Accountants Sales Manager
$185,000 $2,936.50 $260 $1,100 $800
Classifieds Display Per issue (Summer not included) Sales Associates Senior Accountant Sales Manager
$6,000 $95.24 $15 $35 $35
Classified Lines (Summer not included) Per Issue
$6,000 $89.55
Summer Issues Goals Per Issue Sales Associates Senior Accountant Sales Manager
$5,000 $1250 $500 $2,000 $1,500
Blue n Orange Tab Goal Sales Associates Senior Accountants Sales Manager
$2,200 $250 $1,000 $500
Dinning Guide Goal Sales Associates Senior Accountant Sales Manager
$5,000 $250 $2,000 $1,500
Campus Rec Guide Goal Sales Associates Senior Accountant Sales Manager
$4,500 $250 $2,000 $1,500
Winter Rec Guide Goal Sales Associates Senior Accountant Sales Manager
$4,500 $250 $2,000 $1,500
Career Tab Goal ($2000 per tab) Sales Associates Senior Accountant Sales Manager
$4,000 $250 $2,000 $1,500
Housing Guide Goal Sales Associates Senior Accountant Sales Manager
$8,000 $1,000 $1,500 $2,500
Online Goal Per Month (10 Months) Sales Associates Senior Accountants Sales Associates
$5,000 $500 $2,000 $2,000 $500
Important Dates All Issues are distributed Mondays and Thursdays except holiday and summer issues. Monday holiday issues will be distributed on Tuesdays. Summer issues are always distributed on Wednesdays. 2008 Summer Issues: June 4th June 18th July 16th July 30th August TBD Holidays/Important Dates: First Regular Issue2007 August 22nd Labor Day, Monday, September 3rd Paper will distribute Tuesday, September 4th Thanksgiving week of November 18th to 24th No paper distributed Christmas Break Last paper Monday, December 17th First paper back: Tuesday, January 22nd Martin Luther King Day, Monday, January 21st Paper will be distributed Tuesday, January 22nd
President’s Day, Monday, February 18th Paper will be distributed Tuesday, February 19th Spring Break week of March 23rd to 29th No paper distributed Last Regular Issue: Monday, May 12th Special Issues/Tabs Dates Orientation Issue June 6th Student Involvement Issue August 22nd Back to School Issue August 29th’ Blue-n-Orange Football Tabs August 27th-Weber State September 6th-Washington September 13th- Wyoming September 27th- Southern Miss October 4th- New Mexico State October 11th-Nevada November 1st- San Jose State November 15th- Idaho Homecoming September 10th Dining Guide September 20th Election Preview/Coverage November 5th and 8th Winter Rec Guide December 6th (1st release) January 22nd (2nd release) ASBSU Elections Issue February 25th
Mardi Gras February 5th Career Guide March 3rd (Subject to change) Housing Guide March 13th (Subject to change) St. Patty’s Day Issue March 17th Cinco de Mayo May 5th 2008 Summer Issues: June 4th June 18th July 9th July 23rd August TBD
Individual Goals: Senior Account Executives: Yearly Goal: Main Issue and classified lines $70,000 Will be paid 2.5% of all sales at the end of each semester if individual goal is reached. Will be paid another 2.5% if we are at 95% of the overall goal for main issue at the end of the fall semester and less that 5%
Central Michigan’s Most Wanted was a new advertising sales contest for 2007. Using the popular show “America’s Most Wanted” as our theme, we created a board in the sales department that contained 15 “Agent” profiles (one for every advertising representative and the advertising managers). They each picked one account that has “eluded” them for the semester/year. This account would be that agents’ “most wanted”. Large rewards were given to each rep for getting the businesses to advertise with us.
The sales representatives could earn $200 for getting a “most wanted advertiser” to sign a contract; $100 for getting them to run two or more ads; and $50 to get them to run at least once. It created a lot of fun as everyone created aliases, secret weapons and mottos. (Attached are some of the more creative ones). Since this was a semester long contest, there was also a place to update their profile called “captures”. This was for businesses ad reps got to run during the contest. They could keep updating their “most wanted” files, and add another business and keep earning more money if they wanted. Bottom Line: This contest got each sales rep doing the things we wanted them to do: Think strategically about each customer, make cold calls, see customers face to face, make spec ads, make return sales calls, listen to the customer and learn to handle objections. Developing these skills on difficult accounts helped them to work with their other accounts better too.
There was no limitations on how small the ad size could be, so there was a gamble in paying more than the ad brought in was worth, we were believing in the outcome: That the advertiser would finally try our paper, see response, and become a long term advertiser in the future. We were able to capture 6 advertisers on the list. Two signed contracts, two ran more than twice in the semester and two ran in special editions. In addition a 7th customer starting running in January of 2008, based on the persistence of this program. We will repeat it again in the Fall.
AGENT
Graham
WENDEL’S FURNITURE STORE
ALSO KNOWN AS:
Mychal ALIAS(ES):
King of the Ring
SECRET WEAPONS:
Two arms with charms. Made of steel & sex appeal
CAPTURES: MOTTO:
“It’s my duty to please that booty.”
AGENT
Lutey
VALUE CITY
ALSO KNOWN AS:
Jessica ALIAS(ES):
Mrs.Cash Payme Allota
SECRET WEAPONS:
Lighning Fast Fingers Buick CenturyLimited Edition
CAPTURES: MOTTO:
It ain’t selling unless somebody gets HURT!
AGENT
Michalek
RUBY TUESDAYS
ALSO KNOWN AS:
Jayne ALIAS(ES):
SECRET WEAPONS:
Jayner Junior T Delilah Charming Personality
CAPTURES: MOTTO:
I’m not going down without a fight!
AGENT
Modic
GORDON FOOD SERVICE
ALSO KNOWN AS:
Stephen ALIAS(ES):
King of Facebook
SECRET WEAPONS:
Razor Sharp Spiked Hair
CAPTURES: MOTTO:
Sell that ass!
When life gives you lemons, make LEMONADE!! A AK KA A ““W WH HEEN N LLIIFFEE G GIIV VEESS Y YO OU U FF******,, TTH HEEN NM MA AK KEE SSO OM MEE B BU UC CK KSS!!!!
Hooray!! A sales contest!! See if you can make the most lemonade in 2 weeks!!
Here are the rules: MAKE 20 INCHES A DAY AND GET A LEMON (IF A NEW PROSPECT IS PART OF THOSE INCHES- DOUBLE LEMONS!!) (IF YOU GET A CLIENT TO continue ADS AFTER THE EDITORIAL- DOUBLE LEMONS!) FOR EACH COLOR AD YOU SELL, ADD A TEASPOON OF SUGAR !!! You have two weeks to make lemonade. Whoever makes the most, wins THE PRIZE!!!! STARTS WEDNESDAY, OCTOBER 3RD ENDS, WEDNESDAY OCTOBER 17TH
Sales Incentive Program “When Life Gives You Lemons Lemons, Make Lemonade Lemonade� Sales Contest
When Life Gives You Lemons, Make Lemonade Lemonade What do you do when your newspaper’s editorial staff prints a four-letter word editorial that results in more than $25,000 in loss revenue and over 25 lost advertisers? When the editorial staff hands you a bag full of lemons, you make lemonade. This is a great incentive program when a sales staff is faced with negative responses to the editorial content printed in the newspaper. When there is a crisis, or a time when advertisers are pulling their ads because of editorial content, it is important that the advertising sales staff keep motivated to sell ads during the hard times. As you may or may not be aware, the Rocky Mountain Collegian received a lot of media coverage this past September when the editorial staff printed a four-letter word in extra large print in reference to President Bush on the opinion page. This editorial caused an uproar with many of our local advertisers who pulled their advertising from the paper as a result from this editorial. The ad staff, who is paid on commission, quickly began facing a decrease in sales. They realized the decrease in sales would translate into lower amounts in their pay checks. Needless to say, morale in the office took an unprecedented dive, and the advertising management saw the need to create a contest to boost sales and raise morale. Thus, the “When life gives you lemons, make lemonade” contest was born. The Collegian needed the advertising representatives to take this issue head-on and get the angry advertisers back into the paper while finding new advertisers. This contest motivated the advertising staff to schedule those difficult and uncomfortable meetings with our advertisers who were upset. The objective was simple, get the most lemons and mounds of sugar in your carafe to win. The winning advertising representative gets $50.00 added to their pay check. The rules were: • Sell 20 inches a day and add a lemon to your carafe • Get a new advertiser and add 2 lemons to your carafe • Get a client back into the paper after they pulled their ad after the editorial ran, add 2 lemons to your carafe • For each color ad sold, add a mound of sugar to your carafe Each sales representative was given the rules at our staff meeting (rule sheet attached). This contest lasted for two weeks. During this time, carafes were posted in the office (see picture #1) which allowed for everyone in the office to see how they were doing compared to other sales representatives. To determine the winner, we counted how many lemons and how many mounds of sugar each sales representative had in their carafe. Each lemon was worth one point, and each mound of sugar was worth half of a point. The sales representative with the most points acquired won (see picture #2 for representative accepting his award). This contest was a great way to boost morale in the advertising office, to re-gain upset advertisers and to get the Collegian’s revenue on track to making the office sales goal.
The Collegian lost 25 known clients because of the controversial editorial. Once the advertising staff began doing damage control, ďŹ ve major clients renewed their relationship with the Collegian. These ďŹ ve clients alone resulted in the Collegian recouping $24,984.00 in potential lost revenue for that semester. I recommend this contest whenever the advertising department is handed a lemon by the editorial staff. An advertising staff cannot control what the editorial staff publishes, but they can certainly make lemonade out of the lemons they are dealt.
Picture #1: The contest was displayed in the advertising office, so everyone could see how they were stacking up against their competition.
Picture #2: Joe Anderson, the winner of the competition, accepting his $50.00 reward.
Certificate of Achievement is hereby granted to:
Sarah Oak
for exceeding the semester sales goals by 30%
Fall 2007 Sales Manager Stephanie Birditt
Fall 2007
Semester Sales Goals Sales goals are based upon previous sales from a year prior with a two percent increase. The sales goal number is also based on the Account Executive’s territory. This means that each Account Executive will have a different sales goal according to their territory. If an Account Executive meets or exceeds the specified sales goal for their specified territory the Account Executive will receive a 2% commission of their total sales for the Fall 2007 semester. This commission is determined upon payment by all clients as well as less than 5 demerits. Demerits are expressed in the job expectations and include missing sales meetings, no call no shows, not meeting the cold call and walk-up requirements. Each Account Executive will receive a sales goal thermometer to keep track of your sales throughout the semester. The Account Executives who reach or exceed their sales goals will be announced at the end of the semester banquet. Fall 2007 Semester Sales Goals Analysis 1. Four out of seven Account Executives exceeded their semester sales goals. 2. Total commission awarded was $3,154.34 3. The Daily Titan’s sales goal as a whole was exceeded by $23,761.39
Sales Incentive Program UNC Charlotte The University Times
Yee Haw! It’s time to saddle up account execs! The sales force in Student Media Marketing participated in the “Saddle Up for San Antonio” Sales Incentive Program.
Account executives “traveled along the trail” competing against one another in an effort to increase sales for the newspaper. Specifically, they were competing with one another to obtain the highest dollar amount in sales for the month of November. The account executive with the highest dollar amount was to be rewarded with a trip to the 2008 CNBAM Conference.
The idea came about when the marketing director wanted to increase sales, but in a fun and exciting way. With the conference being held in the heart of Texas, it was only appropriate that there be trail ride to San Antonio. The marketing director drew a winding trail from Charlotte to San Antonio mounted it on foam board and hung it in the sales office so that all executives could see their progress. The trail, which was almost three feet wide and two feet deep, provided a great visual aid, and was practically free to create using supplies from around the office.
It was very festive, as it had the state of Texas in red, white and blue, just like the
state flag. Small, plastic cowboys in different colors were used to monitor progress. Each featured the initials of the account executive it belonged to. A label maker was used to create small white labels that were attached to the cowboys each week to show the total dollar amount of sales. Account executives were able to move forward along the trail and appeared in order to the dollar amount they had brought in.
The program was held in the month of November, as paperwork for the conference was due in January. It was perfect timing - and account executives were collectively able to secure more than $18,811.87 in sales! In November 2006, sales were at only $13,357.67. The winner of the contest was Brittany Falzone-D’Andrade with a total dollar amount of $5,468.12.
All in all, we deemed the competition to be a great success. The Student Media Marketing Department was able to provide one space for an account executive to attend CNBAM, and this was the fairest way to fill that space. The contest cost nothing extra to the department and was an excellent motivational tool for the entire sales staff. The sales manager drew the trail, which only took a few hours, and she purchased a bag of plastic cowboys at an area dollar store. It took minimal time and effort to create, a little time to monitor and update and best of all, the contest was a show of friendly competition amongst the sales reps and encouraged them to get more sales, many of which were included on signed contracts.
November Sales Rep Totals L. Ulloa
A. Richardson
K. Gervis Actual Sales Goal
$4,000.00 $3,500.00
$7,000.00
$1,600.00 $1,400.00
$6,000.00
$6,000.00
$3,000.00
$5,000.00
$3,500.00 $2,500.00
$1,000.00
$4,000.00
$2,000.00
Actual Sales
Sales in Dollars $2,000.00
$800.00
Goal
$3,000.00
$1,500.00 Sales in Dollars
$3,128.94
$400.00 $1,000.00
$500.00
$257.58
$200.00
$0.00
$0.00
$0.00 November 2007
November 2007
November 2007
C. Crisco
B. Falzone D'Andrade
$5,000.00
$6,000.00
$4,500.00
$4,500.00
$4,000.00
$5,000.00
$5,468.12
$3,500.00 $4,000.00 $3,000.00
$4,500.00
Actual Sales
$2,500.00 $2,000.00
Actual Sales
$857.79
$600.00 Sales in Dollars
$1,000.00
Sales in Dollars $1,500.00
$1,500.00
$1,200.00
Goal
$2,365.19
$1,000.00
Actual Sales
$3,000.00
Goal
Sales in Dollars $2,000.00
$1,000.00
$500.00 $0.00
$0.00 November 2007
November 2007
Goal
The University Daily Kansan: Best Sales Incentive At The University Daily Kansan, we have a number of incentives to motivate our salespeople to pursue and accomplish specific achievements throughout the semester. These individual incentives drive revenue and promote an overall sense of friendly competition amongst the staff. However, on paper, they are rather ordinary, and are likely similar to the rest of the sales incentive entries being submitted to CNBAM judges. Thus, in addition to our series of everyday sales incentives, The Kansan has an ongoing, staffwide competition that brings out two of the most important qualities a salesperson can have: strategic thinking and self-confidence. The Kansan HawkStar Incentive The Kansan HawkStar sales incentive begins with an announcement at the weekly staff meeting discussing the next week's criteria for HawkStar qualification. For example, managers analyze the staff's time in the office, weekly performance, overall improvement, willingness to help coworkers, building client relations, successful triumph of obstacles, leadership roles, and attitude. These criteria are then discussed at weekly manager meetings, and two top performers are then selected and announced at the regular staff meeting. The two "contenders" must then present their 30 second testimonials for why they were the top performer of the week during the staff meeting, and why they deserve to be that week's HawkStar. The staff votes on whom they believe presented the best case for the Kansan HawkStar, and based on those votes the HawkStar is named for the week. Essentially, the HawkStar awards individual achievement that is beyond financial or numerical success. Stating the two nominees at the weekly meetings delivers public recognition and positive reinforcement to a job well done. The Kansan Hawk Star increases confidence and sales strategy. The two nominees must deliver a strong message that lists their strengths and achievements. Addressing an audience of more than 30 individuals and giving an impromptu speech requiring one to sell his or herself installs confidence, public speaking skills and the ability to effectively and efficiently sell ones' self. These skills build sales strategy, ability, and prepare individuals for future job opportunities and interviews. In addition to developing these skills, the Kansan HawkStar truly promotes strategic and analytical thinking on the part of the managers. The HawkStar provides guidance and criteria to judge specific elements of their teams' performances. All in all, the HawkStar has proved to be a very positive way of recognizing individual members on staff for going above and beyond their numbers. It is a way to point out the less visible achievements of these individuals, to the staff. Again, this builds confidence for each individual and allows them to verbalize their successes and strengths to the entire staff. This is beneficial because, as sales people, the most important thing you can do is sell yourself. This is a valuable asset for every aspect of life.
•Get a customer on a 30 X contract •Sell a full page Card Values: Ace: $15 1-9: The dollar amount of the card. Face Cards: $10 Joker: $20 Team Competition: The sales staff will be split into two teams. The teams will compete, based on the same point system as rep of the week, for an entire month. At the end of the month, the team with the most points wins. The winning team gets their picture in the paper, a pizza party and office coupons….and most importantly, a month of bragging rights! BONUS OPPORTUNITIES Bonus for beating your quota: For every dollar you sell that’s over your quota, you make 10% straight commission. The amount you go over is also calculated into your 5% of your territory’s revenue that you would normally get in your pay. Bonus for being the rep who beats monthly quota by the highest percentage: $50.00. Bonus for being the rep who beats the semester’s quota by the highest percentage: First Semester: 2 tickets to Pitt Program Council’s Spring Break— this year it’s Panama City Second Semester: $400.00 Bonus for the rep who sells the most (in number of ads, not dollars) into the Welcome Back issue: Free books for first semester.
The Pitt News – Sales Incentives/Bonuses Rep of the Week: The rep of the week is determined based on the point system outlined below. The winner is announced at the weekly sales meeting and he/she receives a trophy and a certificate! Call or Email*: 1 point Prospecting Report: 2 points Visiting a Customer: 3 points Appointment with a Customer: 5 points New Customer or Revived** Account: 15 points Each New Contract: 20 points *One point per unique customer per day. Several calls/emails with the same customer in one day only counts as one point. **An account is revived if there has been no advertising activity for one year. Copy all daily logs, prospecting reports, insertion orders for a new customer and new contract for points. All paperwork must be turned into Siobhan by 5pm on Friday in order to receive full points. Rep of the Month: The rep of the month is selected by the Board of Managers. The recipient of this award receives a $50 American Express Gift card and will be announced at the sales meeting. This award is based on qualitative work, and is not necessarily tied to the point system.
Cards: Cards have a dollar value that is placed in your paycheck as a bonus at the end of the pay period. See Siobhan to pick your cards. A rep can select a card from the deck when they:
THE PITT NEWS INCENTIVE PROGRAM At The Pitt News, compensation and incentive programs depend heavily on the concept of teamwork. Individual reps are awarded commissions based on whether they reached their own monthly quota, and are recognized for their contributions to the team with best salesperson of the week, month and semester awards. Other monetary bonus offers are outlined on the following memo from our Sales Manager. The incentive program that motivates the staff the most, though, is the program that costs the newspaper the least. To drive our Points Program, we split our staff into two teams each semester and appoint team captains, who are second or third year sales representatives. Captains assist our Sales Manager in motivating, instructing, mentoring and sometimes disciplining their less-experienced teammates. Teams are named by group consensus, and good-humored posters and memos abound to encourage members to beat the other team. The Point Program encompasses every aspect of the Account Executive’s job. Reps get points for landing new business, selling full pages, making cold calls, turning in daily call reports, selling color etc. Conversely, points can be lost by not performing the required job duties. The Sales Manager tallies and posts points on a daily basis, and reports on the running score at each weekly sales meeting. Rewards for the winning team are distributed on a monthly basis. The Advertising Manager draws up a coupon sheet, which is given to each team member. Coupons are for a variety of services and items: a day off work, a clean desk thanks to the Sales Manager, free color to give to a good (or difficult) customer, a roll of quarters, the rep’s favorite candy. The winners enjoy a pizza (which they eat in front of the losing team, more often than not). Most importantly, the winning team is featured in a quarter page advertisement in The Pitt News. Simple but very effective, the Points Program succeeds in driving sales representatives to sell more and procrastinate less, in an effort to support their team. Local sales revenue has increased under this plan by 19% over last year. While individual recognition is always welcome, team spirit seems to work in building rapport, selling more space and having more fun.
The Daily Pennsylvanian Sales Incentive Program
T
he Daily Pennsylvanian’s Advertising Department uses a quota system that’s based on both results and effort. An individual quota is given to each rep and each team receives a team goal, based on the individual quotas. The program motivates sales reps to sell more individually and as a team, and ties into the selling truth that the reps that make the most calls are, more often than not, the reps that make the most sales. Every rep in the advertising department has a customer list. Obviously, senior reps have better customers than newer reps. The quota system is an inch goal given to each rep based upon what their customers advertised during the two-week period one year ago, plus a percentage increased based on the advertiser manager’s goal for the department. So, the first advantage to the quota system is that it gives the reps an understanding of exactly how many inches they need to sell in a two-week period. As a result, I may sell 200 inches less than another rep, but in doing so I may exceed my goal and therefore I know that I’m doing a good job. With each quota sheet, a printed report is attached that details the customers that ran during this two-week period last year, as well as the size of the ad and the publication. This also helps to focus the reps and to give them a priority list of which customers to call on. All reps are required to make a certain amount of sales calls during each two-week goal period. The same amount of calls is required of everyone, and the quota system is directly tied into the bonus/retraction part of the quota system. It is The Daily Pennsylvanian’s strong belief that if you do the work that is required, you should be eligible to receive a bonus and you should never lose commission due to an “off week” of selling. The reverse is also true — if a rep does not make the required amount of calls, he or she is not eligible to receive a bonus and may lose additional commission if he or she did not make the individual quota. The sales department is made up of three teams. Each team covers a geographical territory in Philadelphia. A team leader leads the teams of four. It is the job of the team leader to manage the reps in that territory. When the individual quotas are made, the sum of the quotas make up the team goal. In addition to making a bonus for exceeding the quota, teams have the opportunity to make an additional $25 each for exceeding the team goal. If the team makes the goal, only those reps that fulfilled their sales call requirements are eligible for the team goal bonus. Sales reps need to be motivated in order to continue to work their territory, face the rejection and overcome the obstacles. By giving them individual and team goals, we motivate them to work harder and more efficiently. This sales incentive program uses a system that is fair and works both the positive and negative approach to motivation. Reps have the fear of losing money and the promise of gaining money. The system teaches that hard work will always be profitable and that sales is all about the effort.
Advertising Department Department Structure Goal System •
Every pay period, a goal of inches to sell is given to each rep
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The goal includes an individual goal for the rep as well as a team goal
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The goal is based upon what the rep’s customers placed during this 2-week period last year
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Added to the Goal: A % increase that is determined at the beginning of each semester Any inches from businesses that are no longer advertising in the DP are divided up for all of the reps to cover
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Each goal also includes a tally of the inches sold by the rep since the rep started selling for the DP. This helps the rep to see how many more inches are required to move up to the next tier
Bonuses/Retractions • If an ad rep goes above their goal amount by x% AND meets requirements, the ad rep receives a bonus of x% of their commission, with the bonus percentage capped at 30% •
If an ad rep goes above their goal amount by x% AND does not meet requirements there is No bonus/No retraction
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If an ad rep goes below their goal amount by x% AND meets requirements there is No bonus/No retraction
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If an ad rep goes below their goal amount by x% AND does not meet requirements, the ad rep receives a retraction of x% of their commission, with the retraction percentage capped at 30%
Team Goals • The team leader’s individual goal counts towards the team goal and the team leader can also get the bonus •
The team goal is the sum of the individual goals plus an additional 2%
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The bonus for making the team goal is $25 to each member that makes their requirements
GOAL SHEET GENERAL INFORMATION ADVERTISING REPRESENTATIVE:
Abby Weng
DATE RANGE:
10/29/07 to 11/9/07
GOAL INFORMATION CUSTOMER INCHES: Video Library Campus Apts Princeton Review Last Drop Citigroup TOTAL
12.00 57.50 12.00 12.00 32.00 125.50
Individual Goal: 134 inches
COMMENTS: • This goal period does NOT include the Dining Guide • This goal period does include the Basketball Preview • 7% over last year’s rep inches is the goal of the advertising department
Team Goal: 340 inches
Inches to Date: 9,192 inches