Industry Views

Pending Business: Recruitment 3.0

By Steve Lapa
Lapcom Communications Corp
President

imIt’s that time of year. College graduates are pushing out resumes. Are you open for entry level sellers? Any turnover on your sales team this year?

In April, we reviewed new data impacting today’s college graduate entry-level sellers. 97% are open to jobs unrelated to their new degrees. 56% of Americans, as in their parents, do not believe a college degree is worth it anymore.

There’s more. According to a recent Wall Street Journal article, a survey by college healthcare provider Timelycare, shows 53% of (2023) graduates want a full work-from-the-office environment, while only 21% are good with total remote. Are we saying entry-level sellers WANT to work from the office? These young people want the commute, politics, and distractions of the office workplace environment. Are you kidding me? The good old days?

The survey results do make some sense when you stop to realize most of the new grads spent a good part of their COVID-impacted college lives logging into classes, missing several semesters of lecture hall instruction and dorm life.

Now comes the closer: these isolation years caused these new grads a lack of “soft skills” or what we used to call social skills. Recruiters, colleges and universities are now coaching these new grads in everything from “How to Start a Conversation,” to proper in-office dress, to eating at the same pace as your business lunchmate.

Not kidding here, all you 50- and 60-something sellers and managers. This round of recruiting entry-level sellers is totally about “How To…” and you may want to consider video and an eBook once hired.

Let’s face it, with AI coming fast, the future is here and like everything else in sales, there is no clear “How To…” handbook. But recruit we must as nothing happens without a seller. Loyalty is quickly fading as new, younger sellers want a different experience.

Let’s prepare a starter list for recruiting entry-level sellers in today’s world. Here are 10 suggested questions and concepts to cover the basics:

— Why do you want to join our sales team?

— What do you think is the most important quality a seller must have?

— How would you define a sale?

— When was the last time you experienced rejection? What did you do?

— Give me an example of a recent success in a competitive situation.

— If you could do anything professionally, what would it be?

— I am going to hand you my pen. Sell it to me.

— What is the difference between a Winner and a Champion?

— What do you think the most important thing an advertiser wants to hear from a seller?

— Tell me what specifically brings you to sell for _______?

I’m sure you have your own recruitment strategy/profile. Is it current? For the seller, that younger team member may be different from what you expect. The best seller I coached was an Art History major.

Steve Lapa is the president of Lapcom Communications Corp. based in Palm Beach Gardens, FL. Lapcom is a media sales, marketing, and development consultancy. Contact Steve Lapa via email at: Steve@Lapcomventures.com.

Front Page News Industry News

Wednesday, September 14, 2022

WIBC-FM, Indianapolis Personality Rob Kendall Sues Political Activist for Defamation. WIBC-FM, Indianapolis late morning personality Rob Kendall is suing conservative political activist Gabriel Whitley, Spencer McDaniel, and Young Conservatives of Southern Indiana for defamation after the group posted comments on Facebook in which they refer to Kendall as “Pedo Rob,” implying that he’s a pedophile. The Evansville Courier & Press reports the story, noting that Whitley is a declared candidate for mayor of Evansville. Kendall co-hosts the late morning program on Radio One’s WIBC-FM with Casey Daniels. Kendall is being represented by fellow WIBC personality Abdul Hakim-Shabazz. McDaniel says the Facebook page is a satire page and as such is protected speech. He says, “Gabriel Whitley had no part in this, I run the page but it was a joke and I take full responsibility for the joke. We will win and all charges will be dropped.” The suit states, “The satiric effect emerges only as the reader concludes by the very outrageousness of the words that the whole thing is a put-on.” Hakim-Shabazz says that “the context of the post does not allow a reasonable reader to think the defendant’s words were a ‘put on.’” Kendall is seeking $50,000 in damages, punitive damages as the court deems proper,  attorney fees and court costs, and other relief the court deems proper.

Comrex Unveils New Remote Contribution Solution. The new cloud service for remote, on-air or production contribution from Comrex is called Gagl, and it allows between one and five users to send and receive audio from computers and smartphones. Each user receives their own mix-minus to hear other connected guests, and the Gagl audio is delivered to a Comrex hardware codec (such as ACCESS or BRIC-Link, usually in a studio). All participants can hear other participants and the codec “sends” audio back to them. Comrex says that participants can connect and send audio by simply clicking a link using any common web browser. Gagl is designed to be used with consumer grade equipment, so contributors only need a device and a headset to get on the air. Gagl uses the Opus audio encoder, with a bit rate that delivers both voice and music in excellent quality. Gagl also delivers audio directly to a Comrex codec with all the stability enhancements, pro-grade audio connections, and features that hardware codecs provide. The simple user interface makes it easy for users with any level of technical experience to use. Comrex adds that Gagl could be used as the hub for a news program or for a morning radio show to support multiple simultaneous contributor connections. Because it offers low latency, it’s appropriate for call-in talk radio. Gagl could also be used to allow a single contributor to connect back to the studio from a computer or smartphone. Gagl works with Comrex hardware IP audio codecs including the AES67-compatible ACCESS NX Rack IP audio codec and ACCESS MultiRack multi-channel IP audio codec as well as the BRIC-Link series. Find out more about Gagl here.

Edison Research: Spotify Takes Over as Top U.S. Podcast Network. The latest Q2 2022 data from Edison Research’s ranking of the Top Podcast Networks in the U.S. reveals that Spotify, SXM Media, and iHeartRadio take the top three spots, respectively. Spotify surpassed SXM Media’s weekly reach by a tiny margin. Edison’s ranking is based on surveys of 8,000 podcast listeners in the U.S. and measures reach as a percentage of the weekly podcasting audience. Rankings are compiled by measuring the total unduplicated reach of all the shows represented by a given network. See the complete list of the top 30 podcast networks here.

Podtrac: iHeartRadio Top Podcast Publisher for August 2022. The ranking of top podcast publishers from Podtrac has been released for August and, based on Unique Monthly Audience, iHeartRadio is ranked #1 with more than 35.5 million UMA for its 689 active shows. Wondery is ranked #2 (24.5 million UMA) for 204 shows, and NPR comes in at #3 (19.7 million UMA) for 49 shows. See Podtrac’s entire chart of the top 20 podcast publishers for August 2022 here.

Brian Kilmeade in Albany. Pictured above is FOX News Channel and FOX News Radio star Brian Kilmeade (center) on stage at The Egg Performing Arts Center in Albany on September 8. With him is FOX News Channel producer Alyson Mansfield (left) and news/talk WGDJ, Albany owner Paul Vandenburgh (right). Kilmeade’s radio program is heard from 10:00 am to 12:00 noon on WGDJ.

KFAN’s Dan Barreiro to Be Enshrined in Hall of Fame. Longtime Twin Cities sports talk personality Dan Barreiro – host of “Bumper to Bumper with Dan Barreiro” and “Sunday Sermons with Dan Barreiro” – is being honored this Saturday (9/17) at the Minnesota Broadcasting Hall of Fame Induction Ceremony. Barreiro was a sports columnist at the Star Tribune for 17 years. He joined iHeartMedia’s KFXN-FM, Minneapolis “KFAN 100.3” in 1992. iHeartMedia Minneapolis market president Greg Alexander says, “Dan epitomizes the make-up of a tremendous talk show in the Twin Cities. He puts together compelling interviews and has the ability to break down any and every topic to entertain our listeners. He is a true talent.” Market SVP of programming Gregg Swedberg adds, “There isn’t a radio personality who has had the kind of ratings success over the last three decades that Dan Barreiro has. He has done it by hosting intelligent, entertaining, and compelling radio. He’s more than the ‘Big Ticket,’ he is the blueprint.”

Audacy’s I’m Listening Mental Health Campaign to Produce Sixth Annual Special Program. The ongoing mental health public service campaign from Audacy includes the two-hour audio program, “I’m Listening,” once again co-hosted by Carson Daly and by Dr. Alfiee M. Breland-Noble. Each year, Audacy activates “I’m Listening” through national campaigns featuring artists, celebrities, and athletes who share their experiences with mental health. Partnering with the American Foundation for Suicide Prevention, these events help raise awareness and support of issues that we all face in our daily lives. Guests on this year’s program will include: Carrie Underwood, Ed Sheeran, Adele, Vice President Kamala Harris, Lizzo, Ricky Williams, Maren Morris, Charlie Puth and Stephen A. Smith, who will share personal mental health stories. The special airs nationwide on Wednesday, September 21 from 6:00 pm to 8:00 pm local time across more than 230 Audacy stations and will be live streamed via its digital app and website. Also, returning to the Hollywood Bowl for its ninth year, the star-studded concert “We Can Survive” takes place on Saturday, October 22 with featured acts including Alanis Morrisette, Garbage, Halsey, OneRepublic, Weezer and more.

Trumps vs DOJ, Inflation/Financial Markets/Railroad Strike, Lindell Search Warrant, Russia-Ukraine War, British Royalty, Musk-Twitter Case, and Ken Starr Dies Among Top News/Talk Stories Yesterday (9/13). Former President Donald Trump’s battle with the Department of Justice over its investigation into documents he kept at Mar-a-Lago; the still rising rate of inflation, Tuesday’s financial markets beating, and the looming railroad strike; MyPillow founder Mike Lindell has phone taken by FBI in warranted search; Ukraine’s retaking of territory from Russian forces; the royal family’s activities in the aftermath of Queen Elizabeth’s death; the court battle between Elon Musk and Twitter over his canceled acquisition bid; and former special prosecutor Ken Starr dies were some of the most-talked-about stories on news/talk radio yesterday, according to ongoing research from TALKERS magazine.