Brianna LeCompte

National Sales Manager & Trivia Host, Last Call Trivia

A Day In The Life of a National Sales Manager & Trivia Host

  • By day, Brianna is a National Sales Manager at Last Call Trivia where she signs & trains businesses for trivia events at their venues. By night, she’s a trivia host for Last Call Trivia.

  • Last Call Trivia is a company that partners with businesses, mainly bars and restaurants, to implement competitive, fun games to boost revenue, create excitement and promote the establishment’s offerings.

  • Brianna played trivia hosted by Last Call Trivia a couple of years before applying, so she’s known for a while how fun it is! She was looking to make a change to flex her creative muscles a little more and had to choose between a promotion and a position at LCT. She chose LCT because it was more of her speed in terms of creativity and opportunity for growth.

  • The agenda on this day included working out, responding to clients, strategizing how to meet her client’s needs, collaborating with the Marketing team on website copy, proofreading a blog post, billing and invoicing clients, following up with leads, hosting trivia & so much more!

ADITL

Tuesday

Woke up at 7:00 AM

Brianna always tries to start her day with a workout. After waking up at 7:00 am, she arrived at the gym at 8:00 am. First, she ran 5 miles on the treadmill, followed by strength training exercises. After her workout, she returned home at 9:30 to shower and get ready for the workday.

Left for work at 10:15 AM

Since she does most of her selling to bars and restaurants on the west coast, Brianna tends to work later hours than a traditional 9-5 in order to better align her availability. Between her non-traditional work hours, and close proximity to her office, her commute is relatively painless.

She left her apartment at 10:15 am and after a short drive, she was at her desk starting up her computer by 10:30.

Arrived to work at 10:25 AM

Some employees work from home while others work from the office in Newport, KY, right across the river from Cincinnati. The office space is a historical residential building, which Brianna said makes for plenty of space. She enjoys working from the office because collaboration is much easier given the close proximity.

 


“Being able to brainstorm at a moment’s notice is really nice.”


 

For example, she wanted to streamline the sales process more to make it easier for the employees to sell and prospective clients to digest the information. So, she popped over to the Graphic Designer’s desk with an idea she had for the company’s one-sheet containing a process and benefit breakdown. In a matter of five minutes, she was able to communicate what she wanted and by the end of the day, got something tangible back.

Brianna’s point-of-view sitting at her desk.

10:30 AM

Brianna started her day by grabbing a cup of coffee and answering emails or voicemails from clients and team members coming in from the night before or the early morning.

First, Brianna worked with a prospective client in Boise, Idaho who asked if they could host their trivia night on Wednesday evenings instead of Thursday evenings as they previously discussed.

LCT offers games every night of the week but Brianna said, by far, the most popular days are the mid-weekdays. Those are the days that businesses generally experience less foot traffic compared to Friday night, Saturday or Sunday when more people want/can go out.

So, LCT’s business model is to offer establishments a solution, aka a trivia night, to give people an incentive to come out and spend money.

In order to accommodate the potential client’s request, she had to do a few things first:

  1. Check the schedule to ensure they don’t have another location in close proximity that evening.
  2. Reach out to the host coordinator to ensure there’s a trivia host that is available on Wednesday
    evenings in that area.
  3.  Respond to the prospect to update them.

In this particular case, there were no conflicts, so Brianna responded saying Wednesdays were a go!

Next, Brianna responded to an email from the Marketing Director who asked for feedback on a new website landing page. After that, she responded to the Creative Specialist, who asked her to proofread a blog post draft for the website.

11:30 AM

After she’s responded to all clients, prospects, and team members who have emailed/called, Brianna moved on to her billing and invoicing tasks for the day. On a day-to-day basis, this includes adjusting any regularly scheduled payments to reflect discounts or fees, setting up invoices for new clients, and answering any billing questions.

On this day, since it was almost the end of the month, she created monthly invoices for all of her clients who are billed on the first of the month. She reviewed all of their accounts to ensure that the correct number of monthly shows are listed and she made any necessary adjustments.

1:30 PM

At 1:30, she conducted a sales call with a brewery in Cleveland. This was a lead passed along to the sales team by one of their hosts who felt the location would be a great fit for trivia. She spoke with the general manager who was relatively familiar with the concept of trivia nights but hadn’t seen a LCT show before. Brianna explained the elements of the game which differs from the bar trivia she described (More on the specifics of the game later in the day). They discussed various questions the GM had including prizes, equipment, contract, length, etc.

She also shared the benefits of implementing a trivia night which include:

  1. Revenue increase (~3-4x more than a night without trivia)
  2. Opportunity to build a “regular” audience & introduce new customers
  3. Promotional materials supplied (posters, social media graphics etc.)

2:00 PM

Brianna attended a bi-weekly meeting with marketing, sales, and staffing teams to discuss their current priorities and opportunities. They hold these meetings on Google Hangouts since a portion of their team works remotely.

It’s a chance for the team to touch base and ensure that they’re all aligned on priorities and initiatives.

LCT also has a Facebook Group for their trivia hosts to get acquainted and share ideas, advice and stories, so it’s all about collaboration.

3:00 PM

Brianna took a sales call with a coffee shop in Boise, Idaho. This particular location was interested in hosting one show per month to give their regular customers a little something extra to look forward to. Brianna said, “while our conversation covered many of the same topics as my earlier sales call, there are unique elements of this call given the type of venue, frequency of show, and goals of the manager.”

When working on potential partnerships with businesses, Brianna said the space, location and clientele of the establishment matters to make a trivia night profitable.

Table turnover is key and if people are camping at most, if not all, the tables in the establishment for trivia, that doesn’t leave any room for non-trivia customers to come through. If a bar is in the suburbs, Brianna said it should have their trivia night start after rush-hour to give people a chance to beat the traffic and still make it in time. If your clientele loves professional football, don’t have trivia night on Sundays, Thursdays or Mondays during game time—things like that!

3:30 PM

Time for a quick lunch! Brianna generally takes her lunch break later in the day, given her schedule. Lunch on this day was leftover Sriracha meatballs with rice and green beans, which she had cooked the night before.

4:00 PM

Brianna began drafting a guest blog post for a restaurant blog examining how trivia nights can bring local communities together.

Again, the fact that LCT’s full-time staff is small, it allows her to take on many diverse responsibilities. One of her favorite responsibilities is writing blog posts.

 


“Having a creative outlet keeps me energized and focused throughout the day.”


 

In this post, she wrote about the benefits of implementing a trivia night on top of an increased bottom line. As someone directly involved in the selling process, Brianna knows the number one priority to a bar owner or manager is, of course, how trivia can increase their profitability.

 

But taking a deeper look at the connections made thorough trivia paints a more human picture of the benefits—it explains what makes trivia so popular.

 

Brianna and her colleagues have heard dozens of stories of engagements, marriages, children being born, friendships made, even a doctor of a trivia player attributed mental improvements to her condition from playing.

 

“The best trivia questions are written in a way that sparks conversation, regardless of whether or not a team knows the answer. In fact, these types of questions can lead teams to socialize with each other, talking about potential answers and where their thought processes led them,” Brianna said. She added there are healthy rivalries that flourish and disappointment that stings when a team caught in a rivalry takes off a week. It gets intense in the best way possible!

 

In her day-to-day activities, she spends so much time focusing on the business side of the benefits of trivia, so she said, “it’s really rewarding to take a step back and look at the human benefits that come with it as well.”

 

This particular piece will be pitched to a blog followed closely by the Digital Strategist.

5:30 PM

Brianna picked up the phone and called several leads in the Portland area which were passed along by our players. These particular leads, Briana said, are relatively “cold” and didn’t include contact information of the decision-maker, so her calls with all of them entailed introducing herself, ensuring that the venue is, in fact, a good fit, learning who she should follow up with and the best time to reach them.

When asked about her follow-up strategy, she said it varies based on the temperature she takes of the lead. The goal is to talk to the decision-maker, so she said if she’s not able to connect with he or she at the first go, Brianna will leave a message and follow-up two days later if she hasn’t heard back.

“If I did connect with the lead, I’ll gauge how far along they are in the decision-making process and confirm whether there are other members of the team they need to meet with,” she said. Briana added she’ll keep following up until they sign on or indicate that they are no longer interested in moving forward.

6:30 PM

Brianna closed out the day job and moved into her trivia hosting duties.

To be trained as a host for Last Call Trivia, it involves a few steps before you can take the mic and run the show. After interviewing with the host coordinator and recruiting & onboarding specialist, the training process is as follows:

    1. Shadow a seasoned trivia host
    2. Shadow again, but host the second half of the show for constructive feedback

There are also training materials new and seasoned hosts are encouraged to read and comb through to stay on top of your game.

Back to the day… Brianna arrived at the bar, greeted the bar staff and begin setting up the sound equipment for the show. The teams generally start to trickle in about 5-10 minutes before showtime. She caught up with all of her regular teams—she has 5-6 teams that come every week—and introduced herself to the new faces in the audience. She also asked if they’ve played before, since many players travel around to different LCT shows around the city, and helped out with
any questions.

7:00 PM

Brianna was ready to go and started the trivia show promptly at 7:00PM. She always starts the show by reading the rules, and then move right into the first round.

Speaking of the rules, here’s how you play… their trivia shows have 6 rounds of “regular” questions with 3 questions per round. Brianna shared an example of the type of question included in these rounds:

MOVIES—

Q: What was the last film of the 20th century to win the Academy Award for Best Picture that was primarily filmed in black-and-white?

A: Schindler’s List 

As mentioned earlier in the day, “the idea is to craft a question that gets teams talking, even if they don’t know the exact answer right off the bat,” Brianna said. In addition to these 6 rounds, there are 4 “bonus” questions, as well as a halftime question and a final. They do have themed shows once in a blue moon, but the questions, Brianna said, are general knowledge trivia.

Throughout the show, Brianna said she maintains a similar flow of reading the question, playing a song to give teams roughly 3 minutes to answer, and entering scores as answers come in. This keeps the show moving and gives teams the chance to socialize, eat, and drink, on top of playing trivia.

 

Brianna’s advice for trivia hosts is to, “connect with the crowd!” What she means by that is it’s important to connect with the crowd while speaking into the mic—hosting the show—and off the mic—speaking to tables between rounds and after the show.

Also, read the room and make sure the pace, music selection, tone, etc are resonating with the audience. Brianna pointed out, “by getting to know regular teams, you can customize the show more to your audience which makes the experience extra special. Plus, having a rapport and friendship with the teams gives the host something to look forward to each week as well!”

9:00 PM

LCT shows are designed to last two hours, and her shows tend to end at 9:00 pm sharp the majority of the time.

At the end of the show, Brianna read off the final standings, distributed the prizes to the winning teams, and touched base with as many players as she can before they leave. She always likes to get feedback about the show, which includes feedback on the specific questions to pass along to the writers, as well as thoughts on elements more directly in her control, such as music choice.

As far as prizes go, they’re provided by the venues, but LCT recommends a gift certificates to the establishment themselves for first, second and third place teams.

Once she chatted with any stragglers, she packed up her sound equipment and show materials and headed home.

9:30 PM

Brianna got home from her trivia show at 9:30. Since Tuesdays are a late night for her, she tries to prep her dinner ahead of time, which was a chicken caesar salad on this night.

Before she went to bed, Brianna meditated for at least 5 minutes, a habit heavily promoted by her boss!

She also spent time with her boyfriend, caught up on the day, and relentlessly asked for feedback on my hosting performance that evening. Most nights, they’ll watch an episode of a TV show before bed—The Twilight Zone has been the binge of choice lately.

Fell asleep at 11:15 PM

Experience & Advice

How did you get your current job?

Two years prior to applying for her current position, she was playing LCT at bars around town! It was a ritual she had with her former co-workers as a way to keep in touch.

After three years at her job, she was weighing a promotion at the same company or the position she has now at LCT. She told us she went through a best-case-scenario in her head, playing out how her career was progressing at the payroll software company compared to what she saw her future looking like at LCT.

 


“It was an eye-opening experience to see that there were other options out there.”


 

Obviously, she decided to take the leap of faith to LCT because even with all this time invested in the payroll software company, she still felt her desire for creative stimulus wasn’t being met. There were strict parameters she had to stay between and at LCT, she has more creative freedom. Had she not been exposed to the company prior to her job search, things might have ended up very differently.

 

What were your first career goals and how have those goals evolved over time?

Brianna was always interested in doing something creative, so she naturally gravitated towards wanting to be involved with Marketing or Advertising. Going into the job hunt at first, she thought that a role in these industries was a way to showcase her creativity in a professional environment, but narrowing down which path to go down these industries was the tough part.

 


“Pursue a passion, not a paycheck.”


 

So, she cast a wide net allowing herself to be open to any opportunities that came her way. She learned the only way to know what roles would fit her skill set and personality best would be to experience as much as she can. She had an internship at Disney as a Sales and Merchandise intern and had a feeling—she now recognizes it as a red flag—that retail was not her forte.

Her first job out of college was at Macy’s in their executive development program working in store-management. There was some creativity involved she admitted, but floor sets and campaign placements didn’t speak to her. That’s where it clicked retail was not her vibe. It was long hours. The job was very transactional and she didn’t see her efforts as an integral part of the business. She didn’t feel or see a return on the time she invested compared to the fulfillment she wanted to feel. Brianna realized her goal was to find a job that unlocked her full creative potential and was never going to learn what that meant unless she tried.

 

What is your advice those who aspire to be like you?

Briana said her biggest piece of advice is to go outside your comfort zone and experience different types of work in as many situations as you can.

 


“There’s value in different experiences.”


 

She experienced the customer-facing side of the business at Macy’s and the back-end, processes side at the payroll company and learned what she didn’t like, which is just as important as learning what you do like. It wasn’t easy to leave a company she invested so much time and effort into. However, considering her potential for growth and the reality of her situation, the possibility of the former panning out outweighed the fear of confronting the latter and adapting to change. It was a no brainer

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