This document discusses strategies for motivating local media sales teams through incentives and pressure. It suggests using both carrots (rewards and recognition) and sticks (indirect pressure). For carrots, the key is having a compensation plan that clearly rewards desired activities and sales goals. Recognition such as praise and trophies can also boost revenue. For sticks, indirect pressure tactics are preferred over direct pressure, such as starting weekly sales meetings by reviewing revenue results or focusing on underperforming reps. The document closes by asking about successful sales contests used as additional motivators.