After letting two KRQO salespeople go, raise the KRQO commission
several percentage points (more about this later, but for now the
commission rates are inequitable–the rates on The Z are more
than twice KRQO’s but the commission rates are very close).
Divide the lists up realistically and equitably. Make some
interim decisions about account assignments. Do not have two
people go into agencies yet. Tell The Z people to pitch both
stations and give them the higher KRQO commission for KRQO
business. In this manner, everyone will be pumped to get more
KRQO business and it won’t cost the station much more money
because you’ll be saving the overhead costs on two salespeople.
Next year, split the staffs completely and put two people into
agencies competing for business, but not yet. The Z people will
love this system for the rest of the year and will really hustle
to get business for both KRQO and The Z and to make some more
money this year–they like selling both stations and the
challenge of it.