Daily Titan California State University, Fullerton
CHELSEA NORRUP
Best Sales Representative
Daily Titan California State University, Fullerton
Letter
of
Recommendation
January 13, 2014 Dear CNBAM Judges, I am honored to recommend Chelsea Norrup as Sales Representative of the Year. In the two years that I have known Chelsea I witnessed her mature from a new hire to an outstanding sales representative and valued leader in the Daily Titan office. Chelsea has been a part of the staff for almost two years now and it is no surprise that she has accomplished all that she has in her time of employment. She managed to exceed her year goal of $18,000 by selling a total of $36,000 during her first year at the Daily Titan. During the Fall semester she exceeded her goal of $15,000 and was also a key player in meeting the Daily Titan’s semester goal for Fall 2013. You would think that someone who has been involved in the world of sales for nearly a decade would consider that enough experience to validate them as an above average sales representative, but not Chelsea Norrup. On our first day of training we were handed the book “Cold Calling Techniques That Really Work,” written by Stephan Schiffman. This book was a majority of the staff’s new coaster, paperweight, cubicle decorative piece, etc. Sure there were a few people who opened the book and skimmed the first few pages or chapters, Chelsea however, was the only person who read it from beginning to end. The fact that she got to the last chapter, “The Principles of Sales Success,” reflected her outstanding performance when it came to her exceeding her sales goals and encouraged me to read what is referred to as the sales bible in our office. Building relationships with both her clientele and coworkers is something Chelsea has perfected. I still remember when she made her first sale over a year ago. She would call clients, follow-up, and meet with potential advertisers but still did not get much of a response. Instead of giving up, she continued to do her job and found new innovative ways of searching for prospective sales. She did this by utilizing publications like OCWeekly, LAWeekly, and The OC Register to find a way bring in revenue. Eventually, she got a sale and was ecstatic and more determined than ever. As a result of making her first sale she sent a hand written note to her client, thanking them for doing business with the newspaper. This not only served as a prime example of how to maintain strong professional relationships with clientele, but also motivated the rest of the staff. We all witnessed how much work Chelsea put into her job and was able to bask in the fruits of her labor. She had a hard time at first but shortly after, sales started coming in and she was ultimately able to surpass her goal. Her ability to maintain a high level of respect in her managerial position as well as build meaningful relationships with her coworkers is something to be applauded. She is proactive about following up with her clients, seeking new business for potential sales, and making sure our staff is clear on their day to day role in the Daily Titan. She makes her presence known when she comes into work and manages to keep up office morale.
Daily Titan California State University, Fullerton She took on a leadership role during her first semester at the Daily Titan when our advisor Robert Sage asked her to take over his advertising sales class. She created a sales curriculum and mentor a group of students as they met in the Daily Titan office to practice their selling skills. She trained them to know the media kit from cover to cover and was in essence their sales guru. Chelsea did so well at leading the class that our adviser asked her to continue to teach his class the following semester. What differentiates Chelsea from the rest is what she brings to the table. Anyone can seek potential advertisers and bring in money but Chelsea does much more than that. She fills the Daily Titan office with a positive aura when she comes in. The staff sees her in action, calling clients, asking if anyone needs assistance, and fulfilling her managerial duties, which ultimately increases the activity in the office. Someone has to lead by example and she is the person on staff who fulfills this responsibility. Chelsea demonstrates what it takes to be a standout sales representative and solid leader; with that it is my pleasure to nominate her for this award. Sincerely,
Ana Godinez Account Executive The Daily Titan Newspaper Cal State Fullerton
Daily Titan California State University, Fullerton January 20, 2014 Our department has done advertising with the Daily Titan for a few years. Every year we have the opportunity to work with some great students, but occasionally I get the chance to work with some extremely impressive individuals. One of those bright students is Chelsea Norrup. She is an impressive young lady, mature beyond her years and impressive as a sales professional. Chelsea took over our account last year and got things in order for us right away. There had been a lot of confusion about our invoicing and she sought to put my mind at ease and handled the situation immediately. Chelsea also brings much more to the table as an account executive. She has been a very helpful asset to our ads, bringing the perspective we need to reach students, and understand what they will respond most to. She assisted me with design direction for some of our campaigns, and the students positively received them. Our housing complex was full within no time, and I know that success is from our collaboration with the Daily Titan. Chelsea brings a level of organization to our account that is unlike the customer service we are accustomed to. Her graduation will be bittersweet. I am proud of her for pursuing her post college career, but the person to inherit our account will have very big shoes to fill. Please consider Chelsea for this incredible award. I can tell you with the work I have seen she is very deserving of this and would represent your organization well. Rachel Kihn V.P. Marketing Inland American Communities 3890 West Northwest Highway, Suite 601 Dallas, Texas 75220
Daily Titan California State University, Fullerton
Philosophy Dear CNBAM Judges, I am honored to be nominated for Sales Representative of the Year. My experience with the Daily Titan has been challenging, rewarding, and life changing. I started working at the Daily Titan over a year ago as an Account Executive. My sales experience and hard work allowed me to be promoted to Assistant Director and Senior Account Executive for the following year. My sales career did not start at the Daily Titan. I have been working in retail sales for almost a decade, which gave me invaluable experience to prepare me for my advertising sales career. The two major retail companies I worked for, Wet Seal and G by Guess, proved to be challenging sales environments. With great management and the desire to be the best, I continuously remained a top sales person at these two companies. When I came into the Daily Titan I thought that with my sales experience and hard work ethic I would come into this office and easily make my goal and take the whole office by storm. I could not have been more wrong. My new role as an Account Executive presented me with challenges I had not been prepared for. I had struggled getting in contact with clients, overcoming objections, and had a lot of relationships to repair from the damage the previous AE who had my list. I was also the last person in the office to make a sale which added a lot of nerves but also motivation. I still remember my very first sale with the Daily Titan and that was with Lisa Benson, from CNS Clinical Trials. I remember being so nervous when I was talking to her! The success of this sale was making a personal connection. Her son had just started attending Cal State Fullerton and she was telling me that she had just helped him move into his dorm the previous weekend. She was also a Cal State Fullerton Alumni who studied Communications like myself. The ability to make a personal connection with Lisa calmed my nerves, and was the beginning of my ability to establish successful client relationships. The first semester goal was $8,000 for Account Executives, and I struggled to earn 53%. I felt defeated, and I questioned my ability as a sales person. I have always told myself that I should not frown upon failure, but instead take it as an opportunity to try again. And that is exactly what I did. Before coming into the Spring semester, I had to reflect on the mistakes I made to change them. I had made the mistake of depending on the previous year’s clients as guaranteed buyers so I spent most, if not all of my time calling those specific clients. I had a client list of over 800, and was neglecting all of the untapped sales potential. I came into my spring semester with a vengeance. Our goal had increased to $10,000 and I was determined to not only meet, but exceed this goal. I was also motivated to make my sales goal this semester because I had my eyes set on being promoted to Assistant
Daily Titan California State University, Fullerton Director and Senior Account Executive. I knew that if I could not prove my expertise as a sales person, I would not receive this promotion. I sold over $26,000 this semester. I did this by following up consistently with my clients, doing my research and preparing three campaigns for each client, stopping by when I was in the area just to say “Hi,� and sending out hand written thank you cards. I also think other contributing factors to my success were finally having a thorough understanding of our media kit. Now that I was comfortable with the media kit and had a vast understanding of all of our platforms, I was now able to create successful and effective campaigns for my clients. With one semester under my belt I was now comfortable in the sales environment and I could overcome any objection that came my way. I can proudly say that in my second year at the Daily Titan I have continued to excel as a sales person, and a sales manager. I not only have to sell in my promoted position, but I also have to train and manage the office. I have been able to successfully balance both of my positions, and this is reflected in our numbers. This was the first year the Daily Titan has made their fall goal in many years. As a sales person I was able to make help make this goal by closing a last minute sale. During my last semester, I look forward to exceeding my goal, continuing to manage a successful office, and also continuing to focus and honing my sales knowledge and techniques for my future in advertising sales. Again, thank you for this incredible opportunity to be nominated for Sales Representative of the Year, and I hope I have stated my case as to why I am a qualified recipient for this award. Sincerely, Chelsea Victoria Norrup
Daily Titan California State University, Fullerton
Appendix I.
Job Description
II. Sales Records III. Examples of Work IV. Resume
Daily Titan California State University, Fullerton
Job Description ASSISTANT ADVERTISING DIRECTOR/SENIOR ACCOUNT EXECUTIVE
SENIOR ACCOUNT EXECUTIVE: • Goal as a Senior Account Executive: $15,500 • Number of Clientele: 700+ • Cold calling to local businesses • Making appointments to discuss advertising campaigns with business owners and managers • Work as a liason between the client and the graphic designers who are working on artwork • Proofing and monitoring advertising schedules • Obtaining new clients • Promoting the newspaper through schools events
ASSISTANT DIRECTOR: • Help make decisions with Director in hiring/letting go of Account Executives • Closing newspaper issues on alternating days with Director • Being in charge of managing the office with Director • Aiding in training efforts for new staff as well as refresher courses during semester • Distributing client lists through the office • Assistant in directing the Friday morning meetings • Planning events alongside with the Ad Director and Promotions Manager • Assist in choosing awards for staff
Daily Titan California State University, Fullerton
Sales Records FALL 2012
SPRING 2013
FALL 2013
Week 1; $0 Week 2: $529.60 Week 3: $529.60 Week 4: $0 Week 5: $754.05 Week 6: $0 Week 7: $0 Week 8: $779.72 Week 9: $0 Week 10:$0 Week 11: $400.00 Week 12: $0 Week 13: Thanksgiving Break Week 14: $0 Week 15: $0 Week 16: $1290.00
Pre Week 1: $2259.30 Pre Week 2: $0 Pre Week 3: $14390.25 Week 1: $45.48 Week 2: $126.35 Week 3: $0 Week 4: $0 Week 5: $3472.65 Week 6: $0 Week 7: $250.00 Week 8: $1588.00 Week 9: $0 Week 10: Spring Break Week 11: $0 Week 12: $577.72 Week 13: $3180.00 Week 14: $905.60 Week 15: $0 Week 16: $530.00 Week 17: $0
Pre Week 1: $2015.10 Pre Week 2: $0 Pre Week 3: $680.00 Week 1: $0 Week 2: $0 Week 3: $5160.36 Week 4: $0 Week 5: $0 Week 6: $198.00 Week 7: $1115.08 Week 8: $2825.00 Week 9: $283.20 Week 10: $150.00 Week 11: $0 Week 12: $0 Week 13: $960.00 Week 14: Thanksgiving Week 15: $0 Week 16: $0
Total: $4282.97 AE Goal: $8000 % Earned: 53.54%
Total: $27,325.35 AE Goal: 12,000 % Earned: 228%
Total: $16,601.84 AE Goal: $15,500 % Earned: 107.11% Current Spring 2014 Goal: $18,000
Daily Titan California State University, Fullerton
Examples
of
Work
Daily Titan California State University, Fullerton
Daily Titan California State University, Fullerton
Resume CHELSEA NORRUP
2901 Yorba Linda Blvd. #65 Fullerton, CA 92831 951-533-7234 chelseanorrup@gmail.com EXPERIENCE The Daily Titan Fullerton, CA June 2013-Present • Assistant Director/Senior Account Executive • managing and office of 11 staff members and maintain local clientele • trained office staff to know the media kit and proper sales techniques • sold over $50,000 to date Media Sales-Communications 454 Fullerton, CA September 2012-December 2012 Intern/Instructor • teaching Comm454 class about Media Sales and prepare them for a career in sales • explain the Media Kit, develop sales techniques and monitor productivity while in the office • prepare a grade on student’s performance to account for half of their grade The Daily Titan Fullerton, CA July 2012-June 2013 Account Executive • calling assigned client list to sell advertising space • acting as a liaison between the client and graphic designers • recruiting new businesses to advertise G by Guess Santa Ana, CA September 2011-present Future Leader • building relationships with customers to meet daily sales goals • updating the merchandise and mannequins to visual standards • sales associate training according to Guess? standards Wet Seal Brea, CA June 2010-September 2011 Sales Associate • performing customer service under the corporate provided guidelines • selling customer discount cards and merchandise ringing up customers, maintaining a clean store • following loss prevention guidelines and consistently being aware of loss prevention policies EDUCATION Cal State Fullerton, 2009-present, B.A. Communications-Advertising/Psychology in progress