The great challenge for local TV is not only to create compelling digital products and services, but to find and train people to sell them. Station groups are stepping up those efforts, hoping to latch on to some of the dollars that are migrating from broadcast to digital. “Digital, social, secondary channels, websites, mobile – it’s literally a laundry list that each sales rep needs to understand, then master himself,” says sales consultant Adam Armbruster. Part II of this special report tomorrow will address integrating new programmatic or automated selling platforms with existing sales, traffic and billing workflows. Also see today’s Open Mike on sales compensation for new hires.
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