The Center for Sales Strategy Blog

The media sales industry is at a pivotal moment. The 6th Annual Media Sales Report reveals a story of optimism—tempered by caution. Sales managers see opportunity ahead, but many sellers remain unsure. If we want to win in the next era of media sales, we must close this gap in confidence while strengthening the culture that keeps top performers engaged.

Here’s what the data tells us about the industry outlook and company culture—and what sales leaders must do now to lead with clarity, purpose, and results.

Sales enablement should be the bridge between your sales team and closed deals—but in many media organizations, that bridge has cracks. The 6th Annual Media Sales Report reveals that while most sellers have access to some resources, too many are questioning their quality, effectiveness, and the strategy behind them.

Here’s what the Sales Enablement data tells us—and what media sales leaders need to do to make it a true revenue driver.

Each year, The Center for Sales Strategy’s Media Sales Report offers an up-close look at the evolving dynamics of media sales departments. The 6th annual report reveals important shifts in recruitment, structure, and compensation, and offers insights sales leaders can’t afford to ignore.

Here’s what we uncovered in the Sales Department section as well as what media sales managers should do about it.

If you're grappling with organizing your sales team or pinpointing issues in your current structure, you're not alone. Many sales leaders face these challenges, and understanding the right sales organizational structure can make a significant difference.

Determining the best way to organize your sales team is important, and you're likely looking to find the most efficient sales structure. Your sales team organization matters, because it can affect the sales that you make and the revenue you bring in.

Let's talk about what the different kinds of sales organizational structures are and list some pros and cons. Then, we can discuss how you should go about organizing your own sales team.

Effective communication is the cornerstone of success. As sales leaders, it's imperative to ensure your team masters the art of communication. The 7 Cs—Clear, Concise, Concrete, Correct, Coherent, Complete, and Courteous—are not just principles; they are the bedrock of every successful sales interaction. 

Salespeople must be adept at conveying their messages in a way that resonates with prospects and clients. The ability to communicate effectively can make the difference between closing a deal and losing a potential customer. By mastering the 7 Cs, your team can enhance their communication skills, build stronger relationships, and drive better results. 

Let's dive into how you can instill these essential communication skills in your sales team. 

The structure of your sales team can make or break your success. Are you trying to organize your sales team? Are you trying to figure out what the best sales organizational structure is or trying to identify the problem within your current structure? 

Determining the best way to organize your sales team is important, and transitioning from a one approach to another model could significantly impact your sales performance. Here are some key benefits and strategies to consider as you’re exploring effective sales organization structures. 

Ask a sales manager about the most important decisions they make, and you will probably hear about exceeding budget, growing market share, or achieving year-over-year growth. While those decisions are critically important aspects of the job, and they require a great deal of attention, none of them can be accomplished without an even more important decision being made first.   

The most important decision you will ever make as a manager is the decision of who to hire. If you don’t have great people working in the sales department, you can’t accomplish the rest. 

Think of the very best salesperson you have working for you. Not the highest biller or the person that has been there the longest. I want you to think about the best seller. Imagine if you had an entire sales department of people just like that. Would sales go up? Of course. 

If you want to accomplish more, there is something you can do about it. 

A bad hire can cost your organization more than just money—it can drain resources, damage morale, and hinder growth. 

The rapid evolution of AI is reshaping the sales landscape, pushing B2B sales teams to innovate and adapt.

Leveraging technology to gain a competitive edge is not just advantageous; it's essential. AI-powered communication coaching is at the forefront of this transformation, offering sales teams a revolutionary way to enhance their performance.

By integrating artificial intelligence into sales training, organizations can provide their teams with personalized, data-driven insights that traditional methods simply can't match.