Could’ve…Would’ve…Should’ve

Training Tip on Using Your Scarborough Data: Exercise #19

Did you recently get left off a buy? Or are you currently working on a client presentation that could use a little more umph? Could it be that there’s too much emphasis on your station, and not enough on the client?

Instructions for the Leader

Step One:
At your next sales meeting, ask each AE to bring in one presentation that did NOT get on the buy (for newer AEs, have them bring in a presentation they’re currently working on). Bring copies of the Classifications and Categories Report that you can print out from QUALITAP (click on the Setup button, click on the Special Reports tab and select Classifications and Categories to print out).

Suggested Online Courses

If your reps need more help with this topic, they may want to take:

Scarb 102 QUALITAP—How to Create a Profile Report
Scarb 104—It’s All About the Client

To register, go to www.ArbitronTraining.com

For more information on Scarborough, go to www.Scarborough.com

Step Two:
Lead a discussion with the entire group by brainstorming ideas that could improve each presentation by adding Scarborough data.

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