What are the best ways to lead a high-performing media sales team?

Agreed..But alignment of Team is the most important to drive the results . Coming to Media Sales , We should hire right people to deliver...

Deeply understand the evolving media landscape and target verticals. Make data-driven decisions based on sales trends, client behavior, and campaign performance. Build strong relationships with clients by understanding their needs and providing value beyond transactions. Master effective sales techniques tailored to media channels and audiences. Embrace innovation and adapt strategies to stay ahead in the dynamic media landscape. By implementing these strategies, you can empower your media sales team to achieve top performance and contribute significantly to your organization's success.

conversación de las expectativas según mi experiencia debe ser en bidirecional, ya que el ejecutivo también tiene sus expectativas claras de dónde quiere llegar y está en ese líder comercial potenciar sus fortalezas y mejorar las debilidades con KPI que permitan entregar una robusta retroalimentación a tu colaborador También considero que el crecimiento profesional debe ser conforme a los resultados y la medición de resultados. Medir la visión de al empresa y la cultura debe ser una fuerte fuente de información clara. Mercado Penetración o expansión Canal Categoría Subcategorías SKU

One of the main problems that I encounter in some companies is the poor relationship between an ambitious objective and a very low percentage amount of variable. Sometimes, especially in international companies, the gap between top and low performers is not relevant enough and this creates two results. Decreases the motivation of top contributors and generates the search for new job opportunities of them. In my opinion there are still many companies worried about their employees not earning a lot of money. In these companies, motivational techniques from self-help books are used, losing focus on the fact that people mainly work for money.

Sales operations play a pivotal role within organizations, acting as a bridge connecting various functional areas, much like the heart distributes blood throughout the body. In this analogy, the sales operations team disseminates essential elements such as skills, vision, knowledge, features, benefits, and risks to other functional departments. This distribution of information is crucial for the overall health and efficiency of the organization. Moreover, the quality assurance field and career are intimately linked with sales operations. They operate in close proximity, often sharing reports and analyses. This exchange of information involves input and output flows, necessitating discussions and meetings to ensure alignment & effectiveness.

One of the questions I ask my team when starting the exercise is what are you going to be an expert in next year? During the year I hold follow-up meetings on how to achieve that objective. Self-training needs are typical of top performers. Curiosity to learn new things is one of my most followed kpis.

Empower and hold your team accountable. The best thing is to have performance monitoring tools without the need to hold tedious micro-monitoring meetings. Dedicate meetings to building and not shaming people who do not achieve the goal. Clarity, seriousness and execution without the need to rarify the atmosphere. Bosses who base their methodologies on fear and unsustainable pressure end up exhausting teams and are only able to manage in the short term. Always think about the next period.

Las mejores formas de liderar un equipo de ventas de medios de alto rendimiento son: - Ser un líder visionario que inspire a tu equipo con una misión clara y compartida. - Ser un líder coach que desarrolle el potencial de cada miembro del equipo con formación, feedback y reconocimiento. - Ser un líder colaborativo que fomente la comunicación, la confianza y la sinergia entre los miembros del equipo. - Ser un líder innovador que proporcione las herramientas, los recursos y las oportunidades para que tu equipo se adapte al cambio y se diferencie de la competencia.

Actually motivation plays a big role when you are leading a Sales Team - Motivate you team members -Second thing is to educate your team that they should realize that they are first person a customer communicates with, so they have to understand the needs and wants of the customer.

The challenge with service industries like media is your product is perishable ..So if you don't fill up your ad space with the most profitable options or get your subscribers to subscribe for your channels that opportunity is lost forever and cannot be compensated at a later date. Considering this the processes which are followed for the sales funnel creation and closure should be extremely dynamic.. Considering the perishable nature of the service pressures can become high at times which the team will have to be hand held with.. Since many of the revenue understandings will have to be closed quickly team.enpowerment and decision making will have to be quick and comtinous processes build in to monitor and fine tune the same ..

En mi caso en particular me gustaría aportar que los equipos comerciales necesitan tener una autoridad frente a sus clientes y parámetros claros para empoderar sus ideas y visiones, ya que ellos forman parte de la investigación diaria de mercado, ya que si no vemos las amenazas de otras empresas posiblemente es porque no escuchamos a nuestros colaboradores, las ideas de ellos debemos dar estructura los objetivos información deben siempre ser con el concepto básico de SMART S: Simples( específicos ) M: Medibles A: alcanzables R : realistas T: tiempo ( duracion ) Debemos buscar el Over run del equipo héroes o villanos de un mes al otro Hacer que las cosas pasen La venta es una consecuencia, nada es suerte, pensar fuera de la caja