#MediaSalesReport - Sales Department

Improving Sales Performance

This season, 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.
Today, Matt is breaking 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 take 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?

The Media Sales Report:
thecenterforsalesstrategy.com/media-sales-report
The Center for Sales Strategy:
thecenterforsalesstrategy.com/

Matt Sunshine:
LinkedIn: linkedin.com/in/mattsunshine/

Stephanie Downs:
LinkedIn: linkedin.com/in/stephaniewdowns/
Susan McCullin:
LinkedIn: linkedin.com/in/susanmccullin/
TIMESTAMPS:
(02:37) Any stats or data that immediately jump out or are surprising?
(06:13) Theory on shrinking staff size
(08:02) Recruitment is still really tough
(10:50) How do you improve the difficulty of recruitment?
(15:03) The number of small teams is increasing
(20:54) 72% of sales managers believe that their sales staff should increase.
(25:23) Final thoughts on the Sales Department Section of the Media Sales Report