Published on March 11, 2014
Description and Objective: Quarterly award (Q1-Q3, Q4 grand/annual award) for best :15, :30 or :60 second commercial fully written and produced by L&L station personnel and incorporating only L&L company voice talent. The objective is to increase quality of commercial production. Process: Markets submit any and all forms including client objective, script and brief summary of video. They are uploaded to the L&L website, link TBA. Voodoo coordinator alerts judges to the entries and then distributes criteria and judging forms. Due dates: Forms are due back to coordinator by March 10th, and will list each judge’s top 3 choices. Voodoo coordinator will tabulate the results and determine 1st, 2nd and 3rd place. Judging/Selection Criteria: Creativity, message relevance, energy, clarity and cleanliness, resourcefulness. Cash Cost: 1st $300 cash and Voodoo Engraved Trophy and a dozen Voodoo donuts, 2nd $200 cash and Voodoo Doll, 3rd $100 cash and Voodoo Doll. Annual/Q4 Prize: 1st $600 cash, Voodoo Engraved Trophy and included on the Voodoo Wall of Fame, 2nd $400 cash and Voodoo Doll, 3rd $200 cash and Voodoo Doll. *Coming in Q2…..”Best Station Promo” Category
Description and Objective: Quarterly award (Q1-Q3, Q4 grand/annual award) for the best Advertiser Campaign presentation. Objective is to increase quality and sophistication of presentations to advertisers and to develop an archive of presentations for clients in various product categories which can be shared amongst markets. Process: Markets continuously submit advertising presentations to the L&L website, link TBA. Guru coordinator alerts judges to the entries and then distributes criteria and judging forms. Due dates: Forms are due back to coordinator by March 10th, and will list each judge’s top 3 choices. Guru coordinator will tabulate the results and determine 1st, 2nd and 3rd place. Judging/Selection Criteria: Creativity, message relevance, energy, clarity and cleanliness, resourcefulness, organization. Cash Cost: One winner per quarter (Q1-Q3), $300 cash and Guru Trophy. Q4 grand/annual award prize winner, $600 and Guru Trophy.
Description and Objective: Each week managers rank sellers by percentage-of-quota attained and generate weekly Bark Cards to manage sellers. The objectives are for weekly cross-market rankings, peer comparison to encourage high levels of quota attainment and for the in-market reports, specific data to analyze more deeply to productivity of each seller. Process: Each week market manager submits report to the Top Dog coordinator who compiles and distributes companywide rankings to all market managers and applicable personnel. Due Dates: Reports are due no later than 2pm (market local time) each Friday. Bark Cards should be generated and distributed no later than COB Friday’s. Cash Cost: One annual prize; L&L Trophy and a weekend getaway to destination TBD by L&L management.
Description: Companywide cold calling competition Objective: Generate a large amount of new business appointments, company-wide. We will track total number of attempted cold calls, number of decision-makers reached, and actual appointments scheduled. Timing: 3rd Thursday of each month The Game: Each Market is a Team. (i.e. Team Portland, Team Savannah, Team Peoria, etc) Teams compete against each other to book the most new business calls. Sports Category for the following month’s Game Day Thursday will be announced at the completion of the prior month’s game. The sports category is a category of business. (i.e. home improvement, healthcare, finance, etc) A playbook will be delivered from Alpha Media corporate to each Team one week prior to game time. (COB Wednesday the week prior.) Playbook will contain information about the Sports Category. (i.e. qualitative, articles, ideas, potential leads, etc)
Game time is 8:30am on Thursday in each market and is two hours in duration. The Market Manager is the Team Manager. The Team Manager is responsible for ensuring that all players understand that Game Day is part of their player contract, and it is not an optional game. They will work with all coaches to ensure that a good strategy is being laid-out for the game. The Director of Sales (if a market has a DOS), is Head Coach. They are responsible for working with the Team Manager to guide their team strategy, and encouraging the team to make the right plays and win the game. The Coaches are each cluster’s station sales managers. In addition to assisting the Team Manager/Head Coach with strategy they will ensure that everything is a “new business play”, as defined by the rules. Team Captains are AEs named for each game, one from each individual station on the team. The Captain is responsible for reinforcing the strategy on the field (i.e. the sales pit), eliminating any negativity on the field, all while playing the game themselves. Each station group’s DOS or one elected sales manager for the game will also act as referee. They are in charge of conflicting-out any “plays” where teammates are planning to call the same prospect. Cheerleaders are selected on-air staff for that month’s game. These live and local cheerleaders will help the Coaches make the game fun and encourage the team to win. Fans are everyone else in the cluster for the Team, rooting their team on to victory. Their cheers are heard with emails, posters, anything they want to do to encourage their team to “win the day!”
Post Game Review: All Team Managers and Coaches are required to dial-in for a company-wide, conference call at 9am PST, the day after the game. (Friday). During the call, each team will be required to share one success story from the day prior. The story should be something that will help all markets learn from the success. A success story recap form will be provided to sales managers to fill-out prior to the 9am call and saved on the company shared drive. During the call, each team will also be required to share a “close” from the prior month’s Game Day Thursday. The success story recap form will provide the opportunity to share the details of the close and will be posted on the company shared common drive. Proposals and spec spots can be also shared on the common drive. Game Day Awards: A Game Day Trophy will be created and circulated to each winning market monthly, and displayed proudly in the Head Coach or Team Manager’s office. It will be awarded to the team with the highest average points per player. This team also receives a $500 gift card to be divvied up at the Team Manager and Coaches discretion. (i.e. individual gift cards or a team happy hour/party) “League MVP: company-wide will be awarded to the AE who earns the most points. This player will also receive a $250 Visa gift card. In the event of a tie between multiple players, we will divide the award between winners, but each will receive a minimum of $50 and bragging rights! “Team MVP” will be awarded to the AE in each cluster with the highest number of points. This player receives a $100 Visa gift card.
Rules: Focus is 100% on new business calls. If the AE already has a proposal in front of the prospect, it will not count as a new business call. Coaches/Referees need to ensure their players are following the rules. Only new business targets where the AE has not yet given a proposal will be counted. New business is any account that has not run anywhere in the cluster for the past 12 months. AEs are required to cold-call, in the office, from 8:30am-10:30am. 10:30am-3p is considered “Overtime” and all points scored in before 3p count Players keep track of their own personal score card (i.e. standardized call sheet for tracking points) and turn into coach(es) no later than 3pm on Thursday. Score cards will tabulate points as follows: 1 point for every call with message left for decision maker. 3 points for every call that results in a conversation with a decision maker. 5 points for every call that results in a conversation with a decision maker and leads to a booked appointment. Coaches have the right to attend every appointment to ensure that they are legitimate plays. Coaches must review and turn all combined player cards into the Head Coach or Team Manager and Chief Scorekeeper for final cluster score tabulation, no later than 4pm on Thursday. All Team’s score cards will then be combined into the master Company Game spreadsheet and distribute to all markets so they receive by 8:30am Friday morning.
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