Читать книгу Media Selling - Warner Charles Dudley - Страница 46

The mission of a media sales organization is simple and direct, it is to get customers and keep them.

The mission of an old‐fashioned media sales department was to maximize revenue, which is an internally focused mission that met a media company’s economic need but did not give nourishing meaning to the work that salespeople do. Pink’s three motivational drives do not include making money, making budget, or maximizing revenue because increasing revenue or making a revenue budget tends to make the owners of the media richer than it makes salespeople. Thus, working harder to make someone else richer does not seem to be terribly meaningful to the vast majority of media salespeople. In order to be motivational, a mission or purpose has to be meaningful. It has to give meaning to the work people do – to make them feel good about what they are doing – and for media salespeople, turning customers into partners and helping them get results and be successful makes them feel good about what they are doing.