According to the report, yellow page companies are arming their new media consultants with fresh technology, from tablet PCs to BlackBerrys, and commanding new CRM systems to maximize efficiency. As opposed to solely selling print ads, media consultants will focus on bundles of exposure, including internet space, in order to compete with their digital counterparts.
“The print sales person is a job of the past as publishers invest heavily in retraining long-term employees and on-going training for new hires,” says David Goddard, senior analyst of Simba’s Yellow Pages Group and lead author of the study. “Those new hires are not sales reps; they are media consultants and they have to be good at it.”
The financial crisis may have sent tremors through some industries, but it was more like an earthquake to the yellow pages, driving down industry revenues by 7.4%. According to the report, this change in the sales force structure is expected to cut costs and increase the ability of yellow page companies to compete in the long-term, effectively gaining positive revenue by 2012.
Sales Force Effectiveness 2010 provides an overview of the industry, a comparison of sales staff vs. total employees, and revenue per employee and sales rep, as well as a look at revenue based on circulation and number of books. It is available at: http://www.simbainformation.com/
# # #
About Simba Information
Simba Information is widely recognized as the leading authority for market intelligence in the media and publishing industry as its extensive information network delivers top quality, independent perspective on the people, events and alliances shaping the industry. Simba provides consulting and reports that provide key decision-makers at more than 15,000 client companies around the globe with timely analysis, exclusive statistics and proprietary industry forecasts. For more information, please visit www.simbainformation.com.
Please direct all media inquiries to:
203-325-8193 ext. 114