"At USA Today Co., about one-third of the sales team are active sellers, while the other two-thirds are related to sales enablement and customer success outcomes. This realignment supports outcomes and performance as much as selling itself."
"WPP is pitching a model that ties compensation to business outcomes - like sales and brand performance - rather than billable hours worked. This shift reflects the changing dynamics in agency compensation models."
"Having a dedicated team of sellers and client success employees for larger accounts has improved campaign performance at USA Today Co. As clients rely on full funnel solution delivery, delivering outcomes and real-time performance updates has become essential."
"The Wall Street Journal has seen a similar shift, where sellers now make up just a quarter of the sales team, with the rest focused on client success, custom studio, and product marketing and strategy."
Publishers are transitioning from traditional ad sales to models emphasizing outcomes and performance. At USA Today Co., two-thirds of the sales team focus on sales enablement and client success. This realignment supports agency compensation models tied to business outcomes. Dedicated teams for larger accounts enhance campaign performance. The Wall Street Journal has also shifted, with only a quarter of its sales team as sellers, while the rest focus on client success, custom studio, and product marketing.
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