Latest Media Sales Report Released By CSS


Just 44% of salespeople are given feedback around their sales talents on a regular basis.

That’s one key finding from an annual report that studies the media landscape and the expectations for sales managers, compiled from two surveys conducted in the final three months of 2023 has been released by The Center for Sales Strategy (CSS).

The fifth annual Media Sales Report also examines the strategies employed by media sales professionals to assess their impact across five key topics: Sales Department (Structure, People, Compensation), Learning and Development, Setting Appointments and Sales Process, Sales Enablement, and Industry Outlook and Culture.

“The media sales industry has seen major changes and drastic shifts over the past few years, which have directly impacted the ways in which sales organizations operate,” said CSS CEO Matt Sunshine. “From how they go about recruiting and hiring candidates, to managing and coaching teams, and even how they grow revenue, media sales professionals have had to be increasingly adaptable.”

Among the key other findings:

  • Achieving organizational goals is 81% harder than last year, according to sales managers.
  • Virtually all salespeople (93%) feel supported by their manager.

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.

To access the full report, visit


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