The Seven Habits of Highly Effective Corporate Support Reps
This year, as usual, everything keeps changing. But change can be really good, particularly if you set intentions for what you want to achieve.
If your station’s fiscal year is July to June then you are at the halfway point right now, and it’s a perfect time to take stock of where you are. Even if your station is on a different fiscal year framework, early in the calendar year is a perfect time to refresh work habits.
I recommend picking one or two habits to work on and see how it goes. You know yourself better and success comes from establishing a new habit or working to more effectively use one that works for you.
Take a minute to examine your current work habits. How well do you listen? Listening is especially important for prospects and clients when determining what’s important to them, but also internally at your station. How well do you follow through? How do you schedule your day? How do you schedule your work week? Do you plan your day or does incoming email or work plan you?
Take a look at these seven habits of highly effective corporate support reps and see if you’d like to try something new or improve a habit to be more effective.
Also, a big thank you to the outstanding Middle Market Underwriting Group sales managers who contributed to this post!
1. Listen
This was the #1 habit submitted by the Middle Market Underwriting Group managers. Listen actively for clues and hidden messages. Work on listening well first.
2. Be a customer-focused problem-solver
This was the #2 habit submitted by the Middle Market Underwriting Group managers. Understand the needs of the customer and find solutions. The highest performing sales reps find specific needs their prospects and clients have so they can customize their suggestions accordingly.
3. Be consistent and reliable
Provide deliverables to internal and external clients regularly, not just when buys are up. Check in with clients regularly to build retention.
4. Be a marketing consultant/resource for the client
And be a resource internally for coworkers and stakeholders. Find new ideas that will not only help your clients, but will help your station increase corporate support.
5. Take responsibility
Take ownership of leads and customers.
6. Prospect
Spend time finding new business. High achieving corporate support reps block out time to prospect for new business weekly.
7. Be productive
Develop habits to stay productive, such as time-blocking and planning the day and week.
I’m sure you already have most or some of these habits, but it’s a great time of year to see what you could do to make them work better for you. Your time is so valuable and public radio and TV needs your work now more than ever. Here’s to a productive and prosperous 2025 in corporate support!
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