State of Media Sales Study by AdMall and SalesFuel

Sales­Fu­el con­duct­ed our eighth annu­al the State the Media Sales sur­vey in May 2018. The 1,395 respon­dents to this sur­vey were media sales reps and media sales man­agers and were active­ly employed by media sales com­pa­nies in the Unit­ed States.

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

64% of media sales managers say it's harder to overcome advertiser churn than it was a year ago

State of Media Sales, SalesFuel, 2018

Audience decline is currently the biggest source of frustration for media sales reps

State of Media Sales, SalesFuel, 2018

Video production for online and social is a growing market with nearly 37% of media reps selling these services

State of Media Sales, SalesFuel, 2018

At least 44% of media sales reps now sell social media management

State of Media Sales, SalesFuel, 2018

Health Care (not including pharma) is the biggest category of expected revenue gain

State of Media Sales, SalesFuel, 2018

77% of media sales managers say it's harder to hire good salespeople than it was a year ago

State of Media Sales, SalesFuel, 2018

39% of media sales said they would stay in the job longer if they could from home more often

State of Media Sales, SalesFuel, 2018

The average Net Promoter Score for all media reps is zero (it's 12 for those selling TV)

State of Media Sales, SalesFuel, 2018

Half of all media sales reps say it's harder to meet corporate expectations than 1 year ago

State of Media Sales, SalesFuel, 2018

1 in 4 media sales reps have been on the job less than 1 year

State of Media Sales, SalesFuel, 2018

// Learn More

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