SalesFuel Releases Annual 'State Of Media Sales' Survey
April 19, 2016 at 12:23 PM (PT)
Sales/management/marketing strategy firm SALESFUEL has released its annual “State of Media Sales” survey that found media sales/executive managers generally optimistic about big sales growth this year, but the pressures of churn and corporate goals for 2016 are placing maximum stress on sales teams.
SALESFUEL surveyed more than 1,000 sales professionals in the 7th year of this survey. Here are some of the findings:
• Even excluding political sales in this hot election year, 84% forecast some revenue growth in 2016,, with 43% expecting 6%+ growth.
• 54% of reps and 58% of mangers say it’s becoming harder to meet corporate expectations.
• The ramped up pressure is taking its toll on both management and their employees. 41% of media sales managers say it is getting harder to motive their sales staff. Likewise, three in 10 media sales reps ALSO say it’s getting harder for them to get/stay motivated.
• Respondents expect digital revenue to account for an average of nearly 23% of total sales revenue by the end of 2016. Newspaper sales managers forecast the highest digital share at 33%.
“All new hires should be technically proficient and very comfortable with search engines, social networks and mobile apps," SALESFUEL CEO C. LEE SMITH said. "Legacy reps who stay on board must receive extensive retraining on digital and be given specific sales quotas on your digital products.
See more findings here.