Does your sales team have a clue?

Media in all forms is under increased inspection. What is the value, share of mind, ROI, etc.? Well, one of the hallmarks of business-to-business media, a lifeline for many companies in the tough ad market, has been service. A good salesman can build a relationship with a client that benefits the media, benefits the client - benefits everyone. But there is a recent survey unveiled that suggest most sales reps don't understand the scope of their jobs, and certainly don't understand the needs of the clients. Medialife's survey suggests half of the salespeople dealing with media buyers are, well, clueless. "What percentage of sales reps would you say really know their stuff and are helpful to you" asks the survey. The answer: somewhere around 50 percent. Only about 20% say the sales rep is helpful.