Founded in 1986, Sinclair Broadcast Group, Inc. has risen to one of the largest and most diversified television broadcasting companies in the country today. Sinclair owns and operates, programs, or provides sales services to 60 television stations in 37 different markets.  The news franchise includes 36 of its own stations which air local news in 31 markets.

Sinclair Broadcast Group, Inc. went public in 1995 and is traded on the Nasdaq Exchange under the ticker symbol SBGI.  Today, Sinclair television group reaches 22% of US television households and includes ABC, NBC, CBS, FOX, WB, and UPN affiliates.

The Challenge:

Sinclair had more than 600 salespeople in the field.  The company realized they were going to need to recruit and identify new talent in an entirely new way.  Sinclair’s in-house recruiting department was equipped to do the normal screening of seasoned sales professionals but lacked the time and resources to effectively hit the college market.  Even if Sinclair would have been equipped with time and resources, they would still lack the adequate training development and orientation necessary for a young college student.

Solution:

This training included:

• Initial interview to determine whether the candidate had adequate work experience and education to be qualified for the sales position
• Selling Skills Assessment Test (S.S.A.T)
• Quest for Yes™ training curriculum
• Field training
  • Phone Skills
  • Networking
  • Relationship building

Results:

The three candidates have significantly surpassed expectations by all selling by at least 25K in revenue within the first 90 days of employment.  This progress is considered exceptional if obtained at the 6 month mark.

The candidates have been able to obtain on the upwards of 150-200K in revenue for the first year which represents a 30% improvement over the typical seasoned professionals.

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