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| Case Type: | Business Planning |
| Situation: | Under performing product and staff |
| Industry: | Media |
| Challenge: | Grow revenue & morale |
| One of the country’s top 15 independently owned newspaper and media companies, with over 20 publications in Northern Illinois market, and total weekly circulation exceeding 350,000.
Established goals, hired, trained, motivated and evaluated performance of staff, with annual revenue budget exceeding $2MM across five publications. |
We were able to almost double revenue within 9 months for existing markets, returning it to budget level performance.
- Grew team business by over 80% within 9 months and achieved on-budget results through motivation, goal setting, and sales management, recovering from substantial under-budget performance.
- Led team to achieve over 75 annual customer contracts within 30 days through sales training in Contract Selling, sales efficiency, customer satisfaction, and enhancing revenue and margins.
- Increased productivity of advertising sales team through introduction and enforcement of procedural efficiencies.
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