January 30, 2021

The Center for Sales Strategy (CSS), a sales performance company, released the 2020 Media Sales Report, an annual report compiling data from two surveys conducted in Q4 of 2020. The report studies the media 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: Sales Department Structure, Training and Development, Setting Appointments and Sales Process, Sales Enablement, Culture and Industry Outlook, and the effects of COVID-19 on the Media Sales landscape.

“2020 was an unusual year, and media sales was greatly impacted. The 2020 Media Sales Report provides valuable insight that sales leaders and station management especially need right now as they work to structure their sales teams for the future and invest in the resources they will need,” said Matt Sunshine, Managing Partner at CSS.

As a leading international firm focused on sales acceleration, sales enablement, and sales talent selection and development, CSS conducted two online surveys during the fourth quarter of 2020 to gain insight on industry trends and happenings. Two sample groups were surveyed representing Sales Managers and Salespeople in Radio, TV, Digital, Newspaper, and Cable. The majority of all respondents were industry veterans with 11+ years of media sales experience representing a balanced cross-section of market sizes.

“We received a tremendous response to this survey, which allowed us to paint a clear picture of the media sales environment today. Sales leaders who absorb and apply these takeaways will be armed to improve their sales organization and drive more performance in 2021,” said Sunshine.

2020 has been one for the history books. From the outbreak of COVID-19, to heightened tensions during an election year, the sanest approach seems 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. In fact, 5 out of 6 sales managers surveyed for the 2020 Media Sales Report shared that they are optimistic about the future of their industries.

With a focus of driving sales performance, this report examines key findings that share insight on how media companies can strengthen their company culture, target more prospects, and close more deals, today and in the coming year.

To download report CLICK HERE.



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