Dear Chuck, I made a terrible mistake and I need your advice…
I’d been working as a radio sales rep for the last 2 years. I wanted a change so I went looking for a business development (Biz Dev) job at an agency. I saw a post for one here in XXXX and made application. Good news – they responded and scheduled a ZOOM interview. I thought it went well; plenty of back and forth, some serious topics and some light-hearted. Turns out my job was to be client appointment setting for some agency seniors. And I was to be paired with one of those “Seniors.” I asked if they had a process and was told Yes. Was I to get an updated computer with all the bits – Yes. I asked if they had associated marketing materials and was told – Yes. I asked for training, they said – Yes. Bottom line – all sounded good and – the pay was 50% more than at the station. There was even a commission or bonus when I exceeded “quota.” And so it began… 
Day one – they gave me an inside office with no window. I did get all the trappings like computer, dual screens, phone w/headset with dual lines, printer/scanner, plenty of yellow writing pads. Training was to be by an outside firm and they almost immediately shipped me off to Chicago for a 3-day seminar. Lots of great excited, enthusiastic men and women. It was soon apparent that many had some as “teams” – the BizDev was accompanied by their “Seniors.” I was alone. So be it. It seemed they covered everything, so let me tic them off. 1. Chemistry, its importance and how to measure. 2. Material outreach, email, social, DM, USPS, events 3. Phone outreach, intros, scripts, 4. First meetings – and that’s just the top line. Great stuff and I couldn’t wait to get back and get started. I did ask how I needed to adjust since I came alone. My boss was told my Senior was meant to come too. So they suggested I sit-down with my boss and explain what my Senior was meant to be doing. Made sense and sounded reasonable.
The Meeting: It didn’t happen! I was told to just get started on outreach. With virtually no exposure to the agency itself, their mission, their specialties, didn’t even get introduced around. Are you starting to get the picture? No CRM, no prospect lists, no particular “send-me-something” materials – email or printed. What did I get myself in to? Yours Painfully, New Orleans Sucker!
Dear NOS,
You stepped in it! You were spirited off to the seminar so quickly there was no opportunity for “detection.” But let’s see what we can do. Your options
- Quit and find another (with lesson learned)
- Try to make the best of it and do it their way
- Get approval to share your training with participating agency operatives
You decide but personally I wouldn’t bother with 1 or 2. For Number 3, reach back to the seminar people and ask them to schedule an “all parties” ZOOM meeting. Have them prep your boss on the minimums you need to succeed. After all, that’s why you were hired! Best case, see if your agency will send your “Senior” to the same seminar ASAP. And Yes, I do agree – you just inherited another “sales job” that wasn’t identified at the onset. Call me after all this for an update and we’ll take it from there.
Best, Chuck (You’ve got my ear)
