AdMall State of Media Sales by SalesFuel

SalesFuel conducted our tenth annual State the Media Sales™ survey in April 2020. The 820 respondents to this survey were media sales reps and media sales managers including broadcast TV (207), cable TV (194), radio (132), newspapers/magazines (176), direct response (146) and those who have more than 50% of their revenue from digital sources. All were actively employed by media sales companies in the United States. Note that some respondents sell multiple media formats.

The questions in this survey were designed to help us understand the level of optimism in the media sales industry. The data we collected revealed the extent of the shift to digital formats in media sales. Sales reps and managers also revealed how they divide their time across specific selling activities on a daily basis.

SAMPLE FINDINGS

At least 60% of sales reps say it is harder to stay motivated this year. And 78% say it’s harder to make money in their current position.

State of Media Sales, SalesFuel, 2020

Only 57% of media sales professionals strongly agree they will be working in the same company six months from now

State of Media Sales, SalesFuel, 2020

19% of digital media sales reps sell product listing ads (Google or Amazon)

State of Media Sales, SalesFuel, 2020

Health care (not including pharma) and grocery stores are the biggest categories of expected revenue gain

State of Media Sales, SalesFuel, 2020

69% of media sales reps cite accounts trying to cut ad schedules as their biggest frustration

State of Media Sales, SalesFuel, 2020

The average Net Promoter Score for all media sales professionals is 15.9

State of Media Sales, SalesFuel, 2020

80% of media sales reps say it is harder this year to generate new business

State of Media Sales, SalesFuel, 2020

77% of digital media reps sell mobile ads

State of Media Sales, SalesFuel, 2020

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Findings from this study, along with expert analysis, is provided in our thought leadership and to clients of AdMall and SalesFuel Consulting