The Center for Sales Strategy Blog

In media sales, top talent is developed, not found.

The 6th Annual Media Sales Report reveals a consistent theme across high-performing teams: intentional learning and development. But while salespeople crave growth, most organizations still struggle to deliver it consistently.

Here’s what the data from the Learning & Development section of the report tells us, and what sales leaders must do to bridge the performance gap.

We've all felt the guilt and anxiety that comes from overcommitting or saying yes when we really wanted to say no. Whether due to pressure from others, difficulty setting boundaries, or problems prioritizing self-care, many of us end up overloaded, overwhelmed, and stretched too thin.

In her book "The Power of Saying No," organizational psychologist Dr. Vanessa Patrick provides research-backed advice on the value of refusal and how to say no with grace and purpose. Through 15 key lessons, she empowers readers to set healthy boundaries and live more focused, intentional, fulfilling lives.

This season on Improving Sales Performance, we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape.     

In each episode, Matt will be joined by a rolling roster of outstanding experts from our team here at The Center for Sales Strategy.   
 
Here, Matt is breaking down the Learning & Development Section of the Media Sales Report with VP/Senior Consultant, Emily Estey  
 
Emily has such excellent takeaways on some top questions that arise from the report, like: 

• What advice would you give to sales managers leading salespeople who aren't receiving trainings frequently (on a weekly or monthly basis)?   
• How can sales managers have meaningful conversations with their sellers on a consistent basis? 
• What would you say to managers trying to engage and inspire team members that are underperforming in their eyes?