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Sales trainer Amy Franko shares highlights from a webinar she presented recently for SMM Connect on the most important metrics for sales managers to monitor. Before we dive into that, I speak with Amy about her shift from B2B sales in the tech world to starting her own sales consultancy. She talks about how she goes to market and how companies can be smarter buyers of sales training.

Recognize the Humanity in Others as You Navigate Workplace Conflict To effectively navigate workplace conflict, prioritize connecting with the human at the center of it all. Begin by acknowledging the situation and expressing your optimism about finding a resolution collaboratively.

Weekly Newsletter February 16, 2026

Industry Press Highlights, Media, Retail, Advertising and the Economy

Ad tech is transforming TV from a simple spot-and-break business into a unified “Total TV” ecosystem where linear, streaming and CTV inventory are sold, targeted and measured together. For local media sellers and agencies, that means shifting from selling GRPs and dayparts to selling audiences and impressions across platforms, using tools like dynamic ad insertion, new streaming ad formats and unified campaign automation. CTV and OTT now deliver real-time, digital-style metrics—reach, frequency, completion rates and attribution—that let local outlets compete more directly with search and social for performance-driven budgets. AI is beginning to power optimization, data onboarding and contextual targeting, creating efficiency and better campaign results, and giving local media a more sophisticated, data-backed story to take into every client meeting.

Strategic thinking with most sales leaders seems to be focused on, “How are we going to finish the month?” For front line sales managers it seems to be limited to, “Did you hit your prospecting goals for today, what is your plan to do hit it tomorrow?” The intensity of focus on what we are doing to achieve our goals today blinds us to the fact that things are changing at a rate we have never experienced.

If you’ve ever been in sales, you know first-hand that one of the most powerful ways to go from good to great is having a strong sales manager. The best sales managers are active listeners and innovative thinkers. They know how to inspire and motivate their teams. So, is there a secret that only these superstar managers know?

Any treatment of the topic of power in the workplace is sure to generate energy. (OK, sorry for the bad pun.) Add in guidance that the pursuit of power might be healthy and lead to personal, group and organizational success, and, well, the discussions are sure to become high-voltage. (Stop me.) Yet, I argue that your relationship with power — specifically cultivating power — is essential for your success and the success of the people around you.

Major ad agency, Publicis Groupe’s claim that 86% of its first-quarter 2026 revenue was tied to AI-powered capabilities signals that artificial intelligence is no longer an experimental side project in advertising. For local ad agencies and media sellers, the message is clear: AI will increasingly shape planning, targeting, creative, optimization and reporting, but human judgment will still determine whether campaigns actually work. Radio, TV, cable, print, outdoor and digital sellers should use AI to become faster, smarter and more consultative—without surrendering the local knowledge and trust that remain their competitive advantage.

The International News Media Association (INMA) has launched a new initiative designed to help media organizations mdash;including local newspapers, magazines, radio, TV, billboards, and digital publishers mdash;navigate the increasingly complex digital advertising world. Spearheaded by industry veteran Gabriel Dorosz, the initiative offers practical guidance on data use, ad innovation, cross-platform strategies, and leveraging AI for better monetization. Through webinars, reports, and live sessions, INMA aims to equip local media sales teams with the knowledge and tools they need to stay competitive and profitable. As digital now commands 75% of global ad spend, this effort is timely and vital for salespeople aiming to evolve their strategies and grow their revenue.

Weekly Newsletter March 9, 2026

Industry Press Highlights, Media, Retail, Advertising and the Economy

Information Asymmetry has been a powerful tool in buying/selling almost from when Eve convinced Adam to take a bite of an apple. Centuries ago, Francis Bacon said, “Knowledge is power.” We’ve always tended to wield that knowledge as a weapon, creating advantage to us. Information asymmetry occurs where one party has a disproportionate informational or material knowledge advantage over the other party.

Few retail sectors have suffered as much from the pandemic as restaurants. It doesn’t just affect the cash register till, but also employment (often teens and younger adults), payroll and sales taxes and tourism. Although some major chains may experience significant revenues losses, and even bankruptcy, it’s the independents and mom-and-pop establishments which are experiencing the brunt of state-mandated closures.