Whether your media revenues rely on selling ad space, airtime, stands or sponsorship, for print, broadcast, events or digital media properties, you need to have a well-equipped media sales team.  Before you get into the HR issues of recruitment, training, development, time-management, incentives or performance management, what are the essential tools you as the media owner can provide to your media sales team that will help them generate the maximum revenue for you?  Here are my top 5 from my own experience managing successful media sales teams in print, events and digital.  Be tough on yourself - until you can award yourself top marks on all five don’t blame the sales team if you are underperforming! (more…)