Highly-talented salespeople are more in-demand than ever. In fact, of the top ten emerging high-growth jobs listed by LinkedIn, five of them are some form of sales role. One significant result from our recently published 2019 Media Sales Report is that salespeople in these roles (and other sales positions) don’t want to be paid on 100% salary. 

Salespeople have repeatedly told us they want the opportunity to make as much as they can. Research supported this with over 57% of the salespeople saying that they prefer a salary plus commission structure with 30% to 40% of their total compensation coming from salary.

Rethinking the sales organization is a big topic in the media industry. Knowing how to compensate is just scratching the surface of what we uncovered in this year’s Media Sales Report. While compensation is one way to motivate salespeople and bring them to your organization, non-financial elements also play a significant role when it comes to hiring, coaching, and development.

Whether they realize it or not, consumers travel through a series of steps before purchasing an item. For the consumer, this journey is not something they think about; they’re simply trying to make a decision.

The process consumers follow to purchase a product or service has changed significantly over the years. To truly understand the consumer journey today, we must look at the past relationship between the brand and the consumer and how it has evolved over time.

- MOTIVATION -

"The measure of intelligence is the ability to change."

-Albert Einstein

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If I had eight hours to chop down a tree, I’d spend six hours sharpening my axe.

-Abraham Lincoln

Abraham Lincoln's productivity secret was to work smarter rather than work harder by simply using sharper tools to get the job done more efficiently. Inefficient tools waste your time and energy, and simply knowing what to do is never enough. It’s the matter of actually doing it that makes all the difference.

Great leaders grow themselves and their organizations by deliberately managing the present, letting go of old beliefs and behaviors, and purposefully creating a future by adopting new practices.

What image comes to mind when you hear the words “burnout?”

Burnout is defined as an individual’s response to chronic emotional and interpersonal stressors within the workplace. It doesn’t simply happen from being bored or from working too many hours.

Studies increasingly indicate other factors are behind this work epidemic and employee burnout has reached record levels. It’s so common that people in all industries and in all positions are susceptible to burnout.

Being able to spot employee burnout and prevent it is essential if you want to maintain a positive work environment and keep the best talent on your team.

- MOTIVATION -

"The secret of getting ahead is getting started."

-Mark Twain

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How can I be successful in media sales? 

How long will it take for me to make a lot of money?

How quickly can I expect to be promoted?

Whether fresh out of college or a seasoned professional seeking a career change, anyone pursuing a career in media sales (or any sales position) asks these same three questions. Everyone wants to know how they can be successful, make good money, and advance their careers. All smart things to think about!  

As a sales performance consulting company, we've helped hundreds of B2B sales organizations attract, retain, and develop the highest performing salespeople and sales managers. We've learned a thing a two about success! Here are our tips on how to be successful in your first year as a media salesperson. And, this advice is valid for all sales positions, not just media!

The Center for Sales Strategy conducted two online surveys during the second quarter of 2019 with sample groups representing sales managers and salespeople in the media industry. With the data from these surveys, our team researched, analyzed, and compiled The 2019 Media Sales Report to deliver key findings and insights from the surveys to help drive sales performance in the year ahead. This report studies the landscape over the past year, including the expectations for sales managers and the strategies employed by media sales professionals to assess their impact across five key topics: Compensation and Sales Team Size, Training and Development, Number of Appointments and Sales Process, Sales Enablement, and Culture and Industry.

Read on to check out our key findings, and download the full report for more insight from these surveys!

Did you know that 60% of job seekers report having had a poor candidate experience in their job hunt? And, even worse, according to Career Arc, 72% of them shared those bad experiences with others (often on social media)! Ouch!

Are you burning bridges with your interview process? If so, it’s time to make a change so you can protect your company culture and image.

- MOTIVATION -

"Determine that the thing can and shall be done, and then we shall find the way."

-Abraham Lincoln

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