Category Archives: 2017

The Debrief: Five Questions to Ask at the End of Your Meeting

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy.

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Chris Lytle

By: Chris Lytle, Content Developer
InstantSalesTraining.com

Sarah and I are in Bermuda with her brother, Bob, and his wife, Kathy.

On Tuesday morning we get up, get on our motor scooters and go to breakfast. Then we journey to Hamilton to shop. We eat lunch together. By 2:30 p.m., we’re playing golf at the St. George Club.

As we watch the sunset and sip cocktails on the patio, I ask, “What was the highlight of your day?”

We go around the table.

Kathy: “I loved turning the corner and seeing the pink sand beach. Spectacular!”

Sarah: “The lunch in Hamilton was my highlight. It was so relaxing sitting in that open air space overlooking the harbor.”

Bob: “It was on the way to breakfast. As we rode by the airport, there was an awesome military plane being refueled. What was your highlight, Chris?”

Chris: “I should say it was waking up with my lovely wife in this beautiful country. But it was saving par from the sand on sixteen.”

We experienced the same day, the same restaurants, same stores and the same golf course. But we had four different takeaways.

Let’s apply this to you and how you run your sales meetings.

Until and unless you ask, you’ll never know how your salespeople are processing your sales meeting or your training session.

Five salespeople will bring five points of view to the meeting.

You want to find out what they think they have learned. You can’t influence their thinking further if you don’t know what they’re thinking.

To find out, you might ask, “What was the highlight of this meeting for you?”

Once the first person offers a highlight (takeaway), go around the table and get a response from each person. (In the training biz we call this a “whip around.”)

Listen to the responses. Review the whole meeting from the perspective of each person.

Don’t leave it there.

Here are the five (coaching) questions I promised:

1. How does what you learned differ from what you’re doing now?

2. Does the learning apply to a specific customer you work with or a situation you’re facing?

3. What do you think might happen if you use this new skill (learning) in this situation?

4. Do you need more information or practice before you act on this?

5. When will you act?

To know and not to do is not to know. Training that doesn’t change behavior is as useless as a parachute that opens on the first bounce.

“Transfer” means the learning gets from your conference room into the customer’s office.

Without “transfer” there can be no results from your training efforts.

Great sales managers concentrate on and coach the transfer of learning.

Don’t have time for 5 questions? At least ask these two:

1. What did you learn?

2. What are you going to do about it?

Thanks for reading my article. If there was a highlight for you, then please share in the comments section.

Want more? Watch my Year of the Sales Manager Video for more transferable sales training ideas.

Reprinted by permission

Police Body Camera Bill Signed by Snyder

Gov. Rick Snyder has signed HB 4427 into law (now Public Act 85 of 2017), which exempts public release of footage from police body cameras if the footage was taken in a person’s private residence. The new law also request that police departments  create rules for disclosure and retention of audio and video recordings from body cameras worn by police officers. The bill was unanimously approved by both chambers of Michigan Legislature.

Public Act 85 exempts the recordings from public-records request under certain circumstances, including if the recordings were made in a “private place.” Recordings also will be kept private during ongoing criminal or internal investigations but only for listed reasons such as public disclosure interfering with law enforcement proceedings or invading personal privacy. Body camera recordings retained as part of civil lawsuits will not be considered public records.

The MAB has serious concerns about this law and testified against this bill in previous legislative sessions. By stating that body-worn camera footage is not a public record,  this law places the recorded content outside the purview of the Freedom of Information Act (FOIA)  in connection with criminal or internal investigations. Exempting such recordings  removes any chance of impartial, neutral and judicial review of exemptions as provided by the FOIA.  Furthermore, there are unanswered questions about the manner in which the law enforcement will collect, retain, use and disclose these recordings. Each of those issues bears on the public’s right to know.

FEMA Appoints New IPAWS Subcommittee

The Federal Emergency Management Agency (FEMA) recently announced the names of 31 individuals who will serve on a new IPAWS subcommittee to offer guidance on best standards and operating procedures for the nation’s emergency alert system.

Now part of the FEMA’s National Advisory Council (NAC), the first IPAWS subcommittee meeting will be held August 8 and 9 in Washington, D.C. Members will meet again up to four times per year.

The subcommittee’s appointed responsibilities include providing recommendations for new alerting protocols and operating procedures for the public alert and warning system and submitting a recommendation report on the overall system to the NAC. Any subcommittee report will be shared with other government agencies, including the House and Senate committees on homeland security.

Click here to learn more about the new IPAWS subcommittee and its members. 

 

Herman, Wertlieb Become Co-Vice Chairs of the Broadcasters Foundation of America

The Broadcasters Foundation of America has voted two of its Board members as Co-Vice Chairs, Scott Herman, Chief Operating Officer of CBS RADIO, and Jordan Wertlieb, President of Hearst Television. The elections took place during the Broadcasters Foundation’s Board of Directors June meeting in New York City.

“As members of our Board of Directors, Jordan and Scott have shared their ideas, energy, and time to advancing our ability to help broadcasters in acute need,” observed Dan Mason, Chairman of the Broadcasters Foundation of America. “Their dedication to giving back to our industry is inspiring, and I look forward to their contributions as Vice Chairs.”

Herman oversees all of CBS RADIO’s 117 over-the-air radio stations operating in 26 major markets throughout the U.S. Herman is currently an active Board Member of the Radio Advertising Bureau (RAB), having previously held the position of Chairman. He is also a board member of the International Radio and Television Society Foundation (IRTS), National Association of Broadcasters (NAB), and the Broadcasters Foundation of America. Radio Ink magazine has named Herman one of the 40 Most Powerful People in Radio every year since 2008.

Wertlieb has management oversight responsibility for Hearst’s TV stations, digital properties, and two radio stations across 26 U.S. markets. He serves as the Chairman of the National Association of Broadcasters’ (NAB) Television Board, is a member of the A+E Television Networks Board and the Broadcasters Foundation of America Board, and is a past President-Chairman of the NBC Affiliate Board.

The Broadcasters Foundation’s Board of Directors is comprised of highly respected broadcast executives who are committed to “giving back” through the Broadcasters Foundation. The members of the Board represent a wide array of broadcast and broadcast-related companies.

For more than 70 years, the Broadcasters Foundation has distributed millions of dollars to thousands of needy broadcasters and their families. Individual donations can be made to the Guardian Fund, corporate contributions are accepted through the Angel Initiative, and bequests can be arranged through the Legacy Society. To learn more or to donate, please contact the Broadcasters Foundation at 212-373-8250 or info@thebfoa.org or visit www.broadcastersfoundation.org.

Marcie Brogan to retire, sell Brogan & Partners to agency’s president, Ellyn Davidson

Ellyn Davidson

Crain’s Detroit Business has reported that Marcie Brogan, the founder of Brogan & Partners Convergence Marketing Agency, is retiring and selling the  company to its president,  Ellyn Davidson, who has been with the Birmingham-based advertising agency for 23 years.

Under a deal finalized in June, Davidson takes ownership of 25 percent of the company immediately, and full ownership will be transferred by January 2019.

The company’s name will not change, and it will be “business as usual,” said Davidson, adding that she aims to preserve the agency’s reputation and keep it independent and woman-owned. Brogan will remain on the company’s board of directors for 10 years.

Marcie Brogan

“The MAB has enjoyed a long and mutually beneficial relationship with Marcie and Ellyn through the Michigan Department of Health & Human Services,” said Karole White, MAB President & CEO. “Congratulations to them both!”

Founded in 1984, Brogan and Partners has 30 employees and serves around 15 clients, including Henry Ford Health System, Michigan Department of Health and Human Services, Frankenmuth Insurance and Covenant HealthCare.

WMGC-FM Gets Foolish in the Mornings

Foolish

Beasley Media Group classic hip hop “105.1 The Bounce” WMGC-FM (Detroit) has added comedian Foolish  to its morning show, alongside Bigg and Shay Shay.

“Bigg and Foolish in the Morning” kicked off July 5. Foolish has been heard on various Detroit radio stations for the past 17 years.

“It’s our honor to add one of Detroit’s brightest stars to the line-up of Bounce Ambassadors and welcome Foolish into the studio every morning, alongside Bigg, Shay Shay and the rest of the cast of the all new ‘Bigg and Foolish in the Morning,’” program director Al Payne told InsideRadio.com.

WOOD Radio’s John Bry Retires

After 40 years John Bry signed off the WOOD Radio (Grand Rapids) airwaves and into retirement on July 7.

Bry began his career with WOOD Radio in 1977 after working at a radio station in Savannah, Ga. He said a 40-plus year career in the radio industry was never in his plans, as he holds a degree in English, but the intellectual satisfaction of doing the news made him feel connected, in a story posted on WOODTV.com.

“It’s such a trite phrase to say mixed emotions, but it really is,” Bry said. “I’m looking forward to a lifetime of not having to get up at midnight and not having to be awake at 5 a.m.”

 

WCSX Launches ‘Big Jim’s House’

Beasley Classic Rock WCSX-FM (Detroit) has announced the creation of “BIG JIM’S HOUSE” in mornings, featuring Erin Vermeulen, who recently joined Big Jim O’Brien as part of the station’s morning team, according to AllAccess.com.

“I am so excited to welcome all our listeners into ‘BIG JIM’S HOUSE’ with Erin V. and Producer Ryan,” said O’Brien. “This will be my 15th year at WCSX. Everyone on the show has a deep felt love for Detroit and believe in where we’re going. Our house is full of fun and great classic rock!”

Scripps Names Adam Symson CEO to Succeed Rich Boehne

Rich Boehne (left), Adam Symson (right).

Adam Symson will become president and CEO of E.W. Scripps on Aug. 8 the company has announced, taking over for longtime CEO Rich Boehne, who will continue as chairman.

Boehne’s nearly 30-year executive tenure saw the company expand into cable and its exit from newspapers, additions to its TV station portfolio and the acquisition of industry-leading podcast platform Midroll and the OTT news service Newsy.

Symson was promoted to chief operating officer in November overseeing day-to-day operations of the company’s 33 TV and 34 radio stations, and digital platforms. He’s been with Scripps since 2002. Scipps owns WXYZ-TV (Detroit) and WSYM-TV (Lansing).

Beloved Detroit journalist Bob Pisor Dies After Battle With Cancer

Bob Pisor

Long-time Detroit journalist Bob Pisor passed away July 7 on his 80-acre farm in Leland Township after a months-long fight with kidney cancer. He was 77.

Pisor began his distinguished career in the Motor City as a reporter with The Detroit News from 1963-74. From 1967-68 the newspaper sent him overseas to cover the Vietnam War.

In 1974, he took leave of political reporting to serve as press secretary for Coleman Young, Detroit’s first African-American mayor.

In the early ’80s, Pisor returned to the newsroom at WDIV-TV, where became a familiar face to Local 4 news viewers for more than a decade.

In 1995, he left the broadcasting industry for new pursuits and opened Stone House Bread Co. in Leland. In his later years, he hiked, hunted, traveled the world, and enjoyed life with his wife of 55 years.

Ellen Pisor will host a celebration of Bob’s life with a party at the Pisor farm in Leland on Aug. 13 at 4 p.m. Read his obituary, published in the Traverse City Record-Eagle.