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The Center for Sales Strategy Blog

Media Sales Report – Sales Department with Stephanie Downs and Susan McCullin

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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 is joined by a rolling roster of outstanding experts from our team here at The Center for Sales Strategy.   
 
Here, Matt breaks down the Sales Department Section of the Media Sales Report with SVP/Senior Consultant Stephanie Downs and Senior Consultant Susan McCullin.  
 
Together, Stephanie and Susan give their insightful takes on some top questions that arise from the report, like: 

  • Why does recruitment continue to be one of the hardest parts of a sales manager's job? 
  • Why does the average size of sales teams seem to be shrinking? 
  • With recruitment being a perpetual sore spot, how should sales managers maximize the performance of their small staff while also trying to find and hire new talent?
Topics: media sales report

Improving Sales Performance | 2021 Media Sales Report Analysis

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Brand new, hot off the press, the 2021 Media Sales Report is now available for all to download!

This series of Improving Sales Performance focuses on the analysis of the 2021 Media Sales Report conducted by The Center for Sales Strategy; unpacking the data from the surveys to help media sales teams use these insights to drive sales performance in the year ahead.

In the first episode of the series, Matt is joined by industry experts, Stephanie Downs, Trey Morris, and Beth Sunshine, to dig into the key takeaways from the 2021 Media Sales Report and discuss the future and outlook of the media sales industry based on the data in the report.

Tune in now or keep reading for a brief overview.

Topics: media sales report

[INFOGRAPHIC] 2020 Media Sales Report

2020 Media Sales Report Infographic Header

2020 was one for the history books. From the outbreak of COVID-19 to heightened tensions during an election year, the sanest approach seemed to be simply taking one day at a time. However, sales professionals are forever optimists, always looking ahead, and ready to take on the next challenge.

The 2020 Media Sales Report studies the landscape over the past year, including the expectations for sales managers and the strategies deployed by media salespeople to assess their effectiveness across six key topics:

You can see some of the highlights for the survey in the infographic below. If you'd like to read the full report, download it here.

Topics: media sales report

Improving Sales Performance Series: Overview of the Media Sales Report

Improving Sales Performance Media Sales Report

We just launched Season 2 of the Improving Sales Performance Series, which focuses on the data and analysis of the newly-released Media Sales Report. John Henley and Jim Hopes, managing partners at CSS, joined Matt Sunshine on the first episode of the season to discuss their key takeaways from the report, how sales management and leadership can use this data, and the feelings of the future and outlook of the media sales industry.

You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published. Or keep reading for a brief overview.

Topics: sales performance media sales report

3 Tips to Supercharge Appointment Setting

3 Tips to Supercharge Appointment Setting

In the recent CSS Media Sales Report, we discovered:

  • Sales managers are expecting sellers to set twice as many appointments this year
  • The majority of salespeople say it is harder to get an initial appointment with a new business prospect than in years past

It appears these two concepts are on divergent paths, that’s probably why the issues related with setting appointments have existed for such a long time. Here are some tips to help solve this longstanding problem.

Topics: media sales report

Statistics to Prove B2B Sales Can Benefit from Social Selling

Statistics to Prove B2B Sales Can Benefit from Social Selling

Even though using social media to sell has been widely adopted in many industries, the 2019 Media Sales Report revealed that social selling is currently more hype than reality. Only 12% of sales managers surveyed saying their salespeople are using social media effectively to set appointments with prospects.

Research indicates that sales leaders still aren't convinced of social selling's value. And many salespeople simply don't know how to go about becoming a social seller. If you still need some encouragement when it comes to your social selling initiative, use these statistics for inspiration.

Topics: Social Media media sales report social selling

[INFOGRAPHIC] 2019 Media Sales Report

media sales report infographic

The 2019 Media Sales 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:

You can see some of the highlights for the survey in the infographic below. If you'd like to read the full report, download it here.Access the 2021 Media Sales Report Here

Topics: media sales report

2019 Media Sales Report-Company Culture Statistics

Culture

Corporate culture has arguably always been important, but in recent years it’s become a popular point of discussion. To some, it’s become a buzzword, with an overabundance of content and discussions surrounding it. However, our 2019 Media Sales Report revealed some telling information related to how salespeople and sales managers feel about the culture of their company and industry today. 

Company culture is becoming even more important as the modern workplace continues to evolve. This is proven throughout the report as the biggest takeaways are related to how prepared salespeople feel to face the future and how likely they’ll be to recommend their company as a great place to work.

Topics: media sales report employee engagement culture

2019 Media Sales Report - Get Back to the Basics With Sales Enablement

Sales Enablement

Why is sales enablement important? Because buyers are more informed, and selling is more challenging than ever before. Our 2019 Media Sales Report found that some of the major challenges in sales today are that sales reps’ time is not actually spent selling and salespeople are simply not equipped with relevant materials.

Sales enablement is a strategy that aligns marketing, sales, and operations while lowering costs, increasing revenue, ensuring brand integrity, and ultimately closing more deals. Even the most talented sales reps can benefit from the right support, structure, and technology.

So, why did nearly 1 out of 4 sales managers feel that they don’t have the right sales collateral pieces to help their sellers in all stages of the sales process?

Topics: content marketing CRM sales enablement media sales report

2019 Media Sales Report - How to Book More First-Time Appointments with Prospects

2019 Media Sales Report - How to Book More First-Time Appointments with Prospects-

Want to know the secret to booking more first-time appointments with new prospects? It might surprise you!

In the recent Media Sales Report, we learned 93% of sales managers agree that salespeople should be averaging 4+ calls per week. However, 40% of sales managers believe that their salespeople are missing the mark at only 2 to 3 calls per week. 

Add to this the finding that 85% feel that appointments with prospects are harder to secure today than they were 5 years ago, and this leads us to the secret to booking more appointments.

Topics: media sales report