The Way forward for Media Gross sales

On this Fast Take episode, Matt wraps up our protection of The fifth Annual Media Gross sales Report by spending a couple of minutes serious about what this 12 months’s findings can inform us about the way forward for the media gross sales business.

Briefly, you’ll discover that whereas obstacles are ever-present and, in lots of instances, harder than ever, media gross sales managers and salespeople alike appear to be as much as the problem.

Even With Challenges Forward, Media Gross sales Professionals Really feel Ready

“We’ve been lucky to do a complete sequence of podcasts that basically deal with breaking down and dissecting The fifth Annual Media Gross sales Report,” Matt says. “And whereas the report is loaded with data, I feel it could be sensible to tug again and [ask]…how does this all relate to the media gross sales business as a complete?

“I’ll say that there’s as a lot uncertainty within the business immediately as there ever has been. Regardless of that, the outcomes from this 12 months’s surveys paint an total optimistic image. Individuals are not blind to the challenges forward.

“They really feel knowledgeable, empowered, and enthusiastic about their alternatives to make an impression, and I feel that’s nice.

It’s true:

“However there’s nonetheless a way of optimism. Individuals are saying, ‘We’re going to fulfill these challenges head-on. We all know what we have to do, and we all know how we’re going to do it.’”

“Take each element from this 12 months’s information and bear in mind the next:

70% of managers use gross sales expertise assessments within the hiring course of, and 86% discover these assessments to be correct or very correct in predicting future success.

“Anytime that you just rent a salesman, you’re taking an opportunity,” Matt says. “They’ve received to have the proper expertise. They must have the proper expertise, and, in our opinion, you may’t sacrifice any of these skills at CSS.

“So, it’s superior that managers are utilizing gross sales expertise assessments, and 86% discover them to be correct or very correct.

“For those who’re not utilizing a expertise evaluation, you need to be. If you wish to hear about ours, give us a name. We’ll enable you to; we’ll speak to you about it.

Most salespeople (81%) say that they’ve entry to the assets wanted to exceed their targets.

“Once more, there’s that optimism, proper?” Matt says. “On the identical time, whereas they’re saying, ‘it’s tougher than ever to get an appointment, it’s harder to shut enterprise,’ they’re additionally saying, ‘, what? I’ve the assets I must hit my targets.’

“That’s superior.”

93% of salespeople really feel supported by their supervisor.

Matt says, “This may’t be highlighted sufficient.”

“So, again to after I stated that that is going to be a troublesome 12 months, persons are open to it. Now, they’re not blindly optimistic. They understand the challenges that lie forward, however an optimistic image is being painted.

“The explanation for that optimism? They really feel supported by their gross sales managers. They usually really feel as if they’ve the assets they want, in all probability as a result of they’ve been chosen primarily based on their innate skills.

“With all of these superb information factors, nearly something is feasible, proper?

“There’s no marvel that almost ¾ of gross sales managers really feel optimistic about the way forward for the media gross sales business.”