The Center for Sales Strategy Blog

In this Quick Take episode, Matt wraps up our coverage of The 5th Annual Media Sales Report by spending a few minutes thinking about what this year’s findings can tell us about the future of the media sales industry.

In short, you’ll find that while obstacles are ever-present and, in many cases, more difficult than ever, media sales managers and salespeople alike seem to be up to the challenge.

We can all agree that finding top talent is a daunting task.

It's essential for organizations to adopt innovative recruitment strategies to attract candidates. Leaders who create a recruitment strategy and think beyond the traditional approaches have been able to attract more top performers and build stronger talent banks.

Saban, Belichick, and Landy didn't sit in the locker room during games. How would they lead their team, make decisions, or make adjustments? They couldn't. They had to be on the field to coach their players.

Why do you think you can coach your salespeople from your office? You can't. Get in the field with your salespeople...NOW!!

So grab your clipboard, slap on your sunblock (because we’re going out there!), and let’s get our coaching game on.

The cultivation of open communication and a robust feedback culture is pivotal for sustained growth and success. Like many tactics for organizational growth, it sounds simple, but it is not always easy.

Let’s explore some actionable strategies aimed at empowering managers to actively seek and embrace feedback within their teams.

In this episode, we’re continuing our exploration of the recently published Media Sales Report by looking at what sellers and managers say about their company’s marketing strategy.

Here to help Matt investigate why so many are dissatisfied with their organization’s current marketing plan is Dani Buckley, VP/General Manager at LeadG2.

Dani, as always, offers some amazing points to think about, like:

• Why, when sellers aren’t happy with their company’s marketing efforts, often its a lack of sales and marketing alignment that is really the issue at hand.
  
  
• How conducting a content audit is imperative when considering a sales enablement overhaul.
  
  
• And, finally, how if media companies don’t have a website that’s both educational and easy to navigate, many prospects will simply find their solutions elsewhere.

Think for a minute about the very best leader you ever had. Then, think about the worst.

Likely, you have definite feelings on both. How did you feel when you moved on from the job with that very best leader?

You probably had second thoughts and wondered if you could have made that position work for you despite changing circumstances.

What about that worst manager? You probably walked away without a backward glance, relieved to never see them again.

Do you know where 80% of your revenue comes from?

Most businesses would say they have a way they manage and prioritize their accounts, but few of them do it in a way that is strategic, consistent, and is woven into every sales decision they make. Leaders who have a strong Account List Management system should prioritize the following:

• Retention of current customers
• Growth of current customers
• Development of new customers

The book "Leaders Eat Last" by Simon Sinek offers profound insights into what it truly means to be a great leader. It challenges traditional notions of hierarchy, rank, and privilege and instead emphasizes the importance of building trust, safety, and purpose within a team.

Here are seven key lessons from the book.

The word “superstar” has a wide range of meanings for all of us. It might bring to mind a famous athlete or celebrity or someone we consider at the top of their game and well-known for their track record of success. 

But if there is one common thing every organization needs for success, it’s to have at least one sales superstar on their team. These are the sales stars who not only meet targets but also exceed them.  Their clients love working with them, and they retain and grow their clients year after year, all while finding new prospects and closing new business.

In this episode, we’re once again consulting the latest Media Sales Report by The Center for Sales Strategy.

Today, we’re asking the question, “Why are so many media sales managers lacking superstar talent?”

Joining Matt to answer that question and more is the amazing Beth Sunshine, SVP/Talent Services here at CSS and the head of Up Your Culture, a division of CSS focusing on company culture and employee engagement.

Beth provides such valuable insights like:

• How, contrary to popular belief, it’s not poor performers but average performers that weigh an organization down.
  
  
• Why managers can’t nurture their superstar talents by “coaching from the locker room.”
  
  
• And, finally, how if a seller has unrealized talent, the right mix of training and feedback can help transform them into a genuine superstar.