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If you think you can get more out of your sales team, it’s very likely you can. Kate Mayfield shows how to take a poor performing sales team and turn it into a slick operation.

So where do you begin? Give the right person a phone, an old Excel sheet of names, a 1-hour product briefing and sit back and watch the money come in? Perhaps not. That may be how your business first started, but it’s not a sustainable and reliable sales approach. So what is?

We all know that regional publishers are currently in transition. On the one hand, driven by a growing interest in local web content, the online audience for regional papers grew by nearly 25 per cent over the second half of 2010. On the other hand, print circulations are dropping, along with corresponding advertising revenue.

Most regionals realise that innovation and new services are the keys to digital success, which is why they are experimenting with a raft of new ideas to attract and retain consumers and drive revenues.

One opportunity is to try to home in on the growing interest in online video advertising and exploit the popularity of video, local targeting and faster broadband connections to create a new revenue stream.

The magazine publishing environment is one of constant and fluid change. In this competitive world, writes Amy Bell, it is important to have a clear approach to the learning and development structures within your company, in order to define what you want to achieve with your business - and stay one step ahead.

In tough trading conditions, creating an effective training strategy is essential to the achievements of the business and benefits both employer and employee alike. For employers, it is worth bearing in mind that employees are more loyal to companies that value their personal development – use your training strategy to create better company performance and improved staff retention rates.

EdUKaid, the international development charity supported by the Incisive Media Foundation, is close to completion of a major renovation project at a deprived rural school in Tanzania, using funds generated at Incisive Media staff and client events.

EMAP currently offers customers more than 150 live events a year in Construction and Engineering, Health, Local Government and Retail, including the HSJ Summit and Retail Live. The HSJ Summit each year gathers professionals from across the private and public healthcare communities and provides a forum for open debate and discussion around key challenges faced by those leading, shaping or supplying the NHS and private healthcare. Retail Week Live, 13/14 March 2013 has been shaping the retail agenda for 25 years and attracts over 800 CEOs and senior retail sector delegates, says EMAP.

ABC has announced the launch of a new set of cross sector metrics, created to give greater accountability for Digital Publications data.

The new metrics relate to publication download and active view definitions and have been agreed by advertisers, agencies and media owners to build on metrics announced in 2012.

ABC recognises that effective ad trading relies on a set of common standards and has moved to bring the industry together to agree upon new metrics. These digital publication metrics apply cross sector, ensuring a standardised approach, bringing consistency and greater transparency for the media industry, says the ABC.

If you were an employer receiving hundreds of applications for an advertised position, what would you look for to determine who the best applicant was? The answer to sort the good from the great is simple -: achievements.

If you are like most people you may not have given any consideration to your CV since you last applied for a job, and you may be tempted simply to add another paragraph to your existing CV which details the job you are currently in, leaving the rest of it the same.

The start of a new year and a number of media companies, announced sales team downsizings. In the process, these companies began what I expect to be a defining trend in 2013: the shrinking of the legacy sales force for the post-commodity era.

I’m optimistic this trend will close the widening gap between client needs and sales capability, by forcing digital media to get back to sales fundamentals.

It’s estimated that at least 50% of online display advertising will soon be purchased through programmatic buying. This means the essential job of sales teams will be to consult with clients and design marketing strategies that mix a number of a media companies’ assets to solve a specific business problem.