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 desirous about what this 12 months’s findings can inform us about the way forward for the media gross sales trade.

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 an entire collection of podcasts that actually deal with breaking down and dissecting The fifth Annual Media Gross sales Report,” Matt says. “And whereas the report is loaded with info, I believe it will be good to drag again and [ask]…how does this all relate to the media gross sales trade as an entire?

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

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

It’s true:

“However there’s nonetheless a way of optimism. Persons are saying, ‘We’re going to satisfy 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 knowledge 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 obtained to have the precise abilities. They need to have the precise 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.

“If you happen to’re not utilizing a expertise evaluation, you ought to be. If you wish to hear about ours, give us a name. We’ll assist you; we’ll discuss 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 similar time, whereas they’re saying, ‘it’s tougher than ever to get an appointment, it’s harder to shut enterprise,’ they’re additionally saying, ‘you realize, 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 could’t be highlighted sufficient.”

“So, again to once I mentioned that that is going to be a tricky 12 months, individuals are open to it. Now, they’re not blindly optimistic. They notice the challenges that lie forward, however an optimistic image is being painted.

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

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

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