Borrell digital sales AE research Jan. 2012

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Borrell digital sales AE research Jan. 2012

  1. 1. How Local Sales Forces Organize Digital EffortsJanuary 2012 Sample charts from the report
  2. 2. BackgroundThe following charts are samples from Borrell’s report,“Assessing Local Digital Sales Efforts: Compensation,Org. Structure, Attitudes & Effectiveness,” publishedJan. 17, 2012. The executive summary or full report canbe downloaded at www.borrellassociates.com .These charts may be used publicly with properattribution to Borrell Associates. For information, call757-221-6641.
  3. 3. Research ComponentsThe analysis in this report was derived from the followingprincipal data sources: An online survey of 345 local media sales managers that yielded 230 usable responses, conducted Nov. 2011 – Jan. 2012 Borrell’s database of online revenue and number of dedicated sales reps at more 5,100 local media companies in the U.S. and Canada A survey of 7,805 local businesses conducted Jan-Dec. 2011
  4. 4. Sizing the Local Advertising Sales Forcewww.borrellassociates.com2: This is local-only direct sales reps and excludes national sales forces and third-party sellers.© 2012 Borrell Associates Inc. MAY BE USED WITH ATTRIBUTION
  5. 5. % of Sales Forces With Digital-Only AEswww.borrellassociates.com© 2012 Borrell Associates Inc. MAY BE USED WITH ATTRIBUTION
  6. 6. Range of Base Pay for Digital-Only AEswww.borrellassociates.com© 2012 Borrell Associates Inc. MAY BE USED WITH ATTRIBUTION
  7. 7. Three Organizational Structures Local media companies are tackling sales with three types of organizational structure. The report details which ones work the best, and which provide the weakest results.www.borrellassociates.com© 2012 Borrell Associates Inc. MAY BE USED WITH ATTRIBUTION
  8. 8. Don’t Miss the Biggest Event of the Year!www.borrellassociates.com
  9. 9. Thank You!We hope you enjoyed these charts from our report. Wepublish a dozen reports per year and invite you to learn moreat the following URL:http://www.borrellassociates.com/reports/industrypapersYou’ll find free information and other charts and tables. Ifyou have questions, call 757-221-6641 or email us atinfo@borrellassociates.com.

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