What are the most common challenges or problems that you face as an Advertising Sales Team Manager?

Setting achievable targets is vital for an Advertising Sales Team Manager. Client expectations, corporate expectations, market conditions, competition, and budget must be balanced. Spending too much on unrealistic targets can hurt team morale, motivation, and production. Steps include data analysis, stakeholder communication, team involvement, monitoring, goal adjustment, and feedback.

Few points to be noted. a. Market analysis: Conduct thorough research on industry trends and competitor activities. b. Data-driven approach: Utilize historical sales data and market research to inform goal-setting decisions. c. Collaboration with stakeholders: Involve senior management, sales representatives, and clients in the goal-setting process. d.SMART goals: Set Specific, Measurable, Achievable, Relevant, and Time-bound goals. e. Regular evaluation and adjustments: Continuously monitor progress and make necessary adjustments. f. Continuous training and development: Invest in the professional growth of the sales team. Communication and transparency: Ensure clear communication of goals, expectations, and performance metrics.

The burning challenge is to equip the team to develop content that would solve target audience requirements. Once the advertising content matches the target audience's requirements, you have created a formula that will bring massive sales.

1) Desalinhamento de expectativas. Como gestor de equipes de vendas, não é incomum criarmos uma expectativa de volume de vendas para uma determinada área atendida por um dado profissional de vendas. Mesmo que essa expectativa esteja baseada em dados , não raro, a mentalidade do vendedor o sabota assim que suas vendas atingem um volume cujas comissões são a sua média de renda e eles se acomodam; 2) Falsas promessas para os clientes relacionadas a prazos (entrega, pagamento, duração campanha...), gerando desgastes; 3) Falta de auto desenvolvimento. Muitos profissionais simplesmente param de investir em si próprios

Advertising sales team managers must handle salesperson personalities, pipelines, leads, ad industry knowledge, HR difficulties, reporting to higher management, and work/life balance . Maintaining morale, generating leads, and following digital advertising trends are essential

There are different personality tests and tools that are very useful for teams, one of the most used in professional settings is the Mayer-Briggs model that provides a framework of 16 personality types based on the spectrum of four key personality traits. What makes these tools useful is that people will learn about their own personalities and the personalities of the other members of the team, with this knowledge they can better understand the point of view of others and how to improve their communication style by customizing the message in a way that can be better understood. The other big advantage as a team is to understand the natural strengths of each personality and align the tasks in a way that maximizes the results for the team.

Advertising Sales Team Managers often struggle to manage team members' personalities and work habits. Flexibility, sensitivity, respect, and understanding individual needs and values are needed. Leadership methods and team culture must change to retain client relationships and a supportive atmosphere.

SALES JUDGEMENT Sales goal and Target achievement must go hand in hand. Sales goals aspects setting as per the revenue must generate by company should be respectable figure. The individual also get benefits for adding extra sales achievement rewards to energise performance.

We always have to remember that we are working with people and each person we engage with in our team has different ways to deal with the challenges that come with a sales role in the advertising industry. Although there are many tools to understand personalities, don't forget to talk with your team, weekly, on a personal level. Understand the motivation and what drives them in their role. Ask open-ended questions and listen. If you connect at a human level with your team, you will be able to create a collaborative team culture.

As a team lead I found reading books on people management very useful, in particular Julie Zhou's Making a Manager. Additionally, one that not only helps yourself as a manager but your entire team is to use an offsite session to complete a Myers-Briggs type indicator (e.g. 16personalities.com) or Insights Discovery personality type assessment. This will help you as a manager as well as your team understand each person's relative strengths and weaknesses so you can adjust your style to maximise your working relationship with each person.

Keep up with industry developments and advances is a regular problem for Advertising Sales Team Managers. This requires understanding advertising trends, technology, and best practices, which affect customer behavior, market demand, and competition. Curiosity, proactivity, and resourcefulness are needed.

One way I keep up is to subscribe to several newsletters and podcasts that cover advertising and share these with your team in your weekly sales team meetings making in applicable for your team to speak to your clients about. For example, to name a few I subscribe to: - Digiday - AdWeek - Mobile Dev Memo - AdExchanger

Opposition from prospects and clients is a regular obstacle for Advertising Sales Team Managers. Budget limits, distrust, and results disappointment are common reasons. This involves confidence, persuasion, resilience, and coaching the team on rejection and skill development.

Sequencing is important: if objections and obstacles are introduced by client late into the sales cycle, either the Seller wasn’t listening enough at beginning to adapt the proposal to clients needs. Or, could be a client objection as they “just” want to go with someone else. Good sellers start by listening and able to anticipate objections from all involved in the buy decision.

Además de anticipar y abordar las objeciones, es crucial establecer una comunicación abierta con el equipo para identificar patrones comunes de rechazo. Fomentar la retroalimentación entre los miembros del equipo puede ayudar a desarrollar estrategias más efectivas y a mejorar continuamente las habilidades de venta. Definitivamente, la resiliencia es una cualidad fundamental para el equipo de ventas. Cultivarla implica no solo superar rechazos, sino aprender de ellos y adaptarse para futuras interacciones. Fomentar un ambiente que valore la resiliencia fortalecerá la capacidad del equipo para enfrentar desafíos y mantener una actitud positiva incluso ante objeciones recurrentes.

To start - understand/listen to their needs (including - the scope, target audience, and budget), provide them with solutions, and resolve any issues that they may have, that is one way of handling objections/rejections. Being prepared and having patience is another way, that benefits you to build and maintain relationships with your clients.

Einwände sind normal, aber strukturierte Gespräche und vorqualifizierte Leads sind entscheidend. Vertrauen aufbauen ist der Schlüssel – Closing beginnt oft im Content Marketing. Wenn Interessenten selbst kommen, sind Einwände leichter zu behandeln. Ratenzahlung bei Geldmangel und Fallstudien bei fehlendem Vertrauen helfen. Wichtig ist, zwischen Bedarf und bloßem Interesse zu differenzieren.

One of the biggest problems for advertising sales team managers is team motivation and retention. This includes tackling stress, burnout, boredom, and turnover with a clear vision, purpose, growth opportunities, proper compensation, incentives, recognition, and feedback.

Um Menschen zu binden, sind Anerkennung, Ermächtigung, Respekt und Belohnung entscheidend. Gemeinsame Erfolge feiern, Erfolgsstrategien teilen, klare Kommunikation sowie Fairness und Empathie ergänzen das, was nötig ist, um ein starkes Team zu schaffen.

Comprender las motivaciones individuales de cada miembro del equipo y construir relaciones basadas en la confianza contribuye a un liderazgo más efectivo. Personalizar enfoques de motivación y reconocimiento según las necesidades y metas personales de cada miembro refuerza la conexión emocional con el trabajo en equipo. Esta atención individualizada promueve un ambiente donde cada miembro se siente valorado y comprendido, aumentando la satisfacción laboral y la retención.

A typical difficulty for Advertising Sales Team Managers is measuring and reporting performance. This involves assessing team performance, client happiness, and ROI using data, analytics, and technologies. Analytical, accurate, and transparent reporting improves strategies and tactics, ensuring client satisfaction and corporate progress.

Estou sempre de olho nos indicadores tangíveis, como crescimento nas vendas e ROI, analisando dados de taxas de conversão e o impacto de campanhas específicas. Ao mesmo tempo, busco entender o lado subjetivo, coletando feedback dos clientes para entender suas experiências e observando como a marca se destaca nas redes sociais. A combinação desses insights tangíveis e intangíveis guia melhorias contínuas nas estratégias do time e viabiliza mensurar o resultado do trabalho mesmo antes de chegar na venda final.

I'd really highlight setting clear expectations before a campaign begins and benchmarks, essentially answering the question "what good looks like?" ahead of time and do this in partnership with the client and be sure to know clearly what they care about most. As long as that's setup correctly the icing on the cake is a great presentation of results and importantly noting what can be done better next time and any unique insights that can help your client succeed in their job

Advertising Sales is not an anomaly within the general field of Sales. Many Ad Sales managers, similar to many I have encountered in Software as a Service (SaaS), imprudently believe that it is a unique version of Sales. The core of all Business-to-business Sales is identifying customers' true needs, and presenting insightful (expert) solutions that align with those needs. Sales team management processes, analysis (ie. pipeline and sales staff activity statistics), and leadership are fundamental principles of Sales that also remain the same.

Advertising sales team managers must handle salesperson personalities, pipelines, leads, ad industry knowledge, HR difficulties, reporting to higher management, and work/life balance. Maintaining morale, generating leads, and following digital advertising trends are essential. Managing HR difficulties, updating senior management, and keeping a sustainable workload are also crucial. Adaptability and clear goals assist overcome these challenges and assure team success.

One of the biggest challenges advertising sales managers face is consistently prioritizing their team's focus on delivering results for their clients. It is essential to have a clear plan, solid execution, and precise results measurement to ensure that you exceed client expectations. While new advertising trends and ideas are constant, matching the client's needs with the correct solution is crucial for success. Keeping the guiding principle of client outcomes in mind can lead to a more successful sales team and better client outcomes.

I have been associated with Advertising Media Sales (Broadcast Media) from last 17 years. Following are the major challenges: - Your programming/Content does not always get RATINGS, So a sales person have to think out of the box to retain client in low rating days. - Economic downturn specially in 3rd World countries, where dollar price & inflation is unpredictable, So it's directly reflects cutting the Advertising budgets, So a sales person should extract maximum out of the limited client's budgets. - Forecasting and Budgeting: - Client Retention - Market Competition - Last but not the least "Customer Feedback and Satisfaction". Successfully addressing these challenges requires proactive attitude towards change and industry trends.

One that I've faced over the years is being very specifically compared to other media owners in ways that can sometimes be unfavourable. Although most media owners are unique in what they offer, many clients understandably want to rank and compare them quickly. Here the best advice I would give is to be sure your clear about what makes you special, what makes your platform special or unique so as to not be compared on unfavourable terms that may mislead what could be great results into bad ones