How to achieve a milestone in radio sales

Selling Radio Direct with Pat Bryson

We’ve all been in the situation of wanting to reward our staff for a great job, but being hampered by budget constraints.

We can’t go out and buy plaques or trophies to designate the special occasions. One of my managers, Michelle Stubenbeck of Shine FM in Calgary, came up with a great idea. She chose attractive rocks and painted them with dollar amounts representing the first time each rep reached that level of sales. The reps got a glass jar in which to keep their “milestones”.

This was accomplished with very little money, but with a lot of care and thought. It gave Michelle a way to recognize the achievements of her staff.

Recognition is something we all crave. Often times, we correct people when they do something we don’t like but neglect to tell them when they do a good job. As managers, it is our job to “catch people doing something right” and acknowledge it.

A little ingenuity and a lot of praise can go a long way to creating an environment of high achievement!


About The Author 

Pat Bryson is the founder of Bryson Broadcasting International, a consulting firm that works with radio stations around the world to increase revenue by raising the skill level of their sales staffs. Her client list spans from the United States to Canada, Europe and Central Asia.

Pat has spent her entire career creating a culture of over-achievement for her stations. She began her career in radio sales, becoming one of the highest billing sales people in her market. Her career advanced to General Sales Manager, and then to Market Manager. Since starting BBI 8 years ago, she has helped hundreds of radio stations to find, train and grow great quality sales people and managers.

Pat was the recipient of two prestigious educational fellowships from the Educational Foundation of the National Association of Broadcasters: a fellowship to the Executive Development Program and a fellowship to the Broadcast Leadership Training Program.

She publishes the Bryson Broadcasting International Newsletter twice monthly and is a contributor to Valerie Geller’s latest book, Beyond Powerful Radio: A Communicator’s Guide To The Internet Age.

You may contact Pat at [email protected] or visit her website at