Report Identifies Common Hiring Challenges in Sports Media Sales Departments
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The report highlights seven recurring hiring challenges and provides solutions used by high-performing sports media organizations to strengthen sales team effectiveness.
Hiring Challenge #1: Candidates Who Interview Well but Underperform in Sales Roles
Sports media companies often select candidates who demonstrate strong interviewing skills but lack the ability to sell media packages effectively. Sales roles in this industry require the capacity to interpret audience demographics, manage advertiser relationships, and negotiate multi-platform sponsorships.
Recommended Approach:
Incorporate skills-based auditions into the evaluation process. Candidates should complete mock presentations using existing media products and respond to standard advertiser objections. Consistent scoring criteria or HR-supported evaluation methods improve hiring accuracy.
Hiring Challenge #2: Limited Awareness of Remote Work Compliance Requirements
As remote hiring expands, organizations frequently overlook state-specific payroll rules, labor laws, and registration obligations. This creates compliance exposure and risks fines, back taxes, and operational disruption.
Recommended Approach:
Develop a complete remote compliance framework before adding out-of-state employees. Proper state registration, payroll tax setup, and adherence to local labor guidelines are essential to maintaining compliant operations.
Hiring Challenge #3: Underutilization of DOD SkillBridge and Military Talent
Military service members transitioning through DOD SkillBridge programs represent a strong, often overlooked talent pool. These candidates bring discipline, reliability, and problem-solving ability—qualities that contribute positively to sales environments.
Recommended Approach:
Establish partnerships with SkillBridge programs to evaluate military candidates through structured internships. Many veterans demonstrate strong performance in sales roles due to communication discipline and pressure management.
Hiring Challenge #4: Vague or Generic Job Requirements
Generalized job postings such as “Sell advertising packages” draw unqualified applicants and fail to communicate the technical expertise required in sports media sales. Roles in this sector require knowledge of ratings systems, demographic segmentation, and digital advertising strategy.
Recommended Approach:
Use detailed job descriptions with clear technical expectations, industry terminology, and defined performance metrics. This improves applicant quality and reduces time spent screening unsuitable candidates.
Hiring Challenge #5: Improperly Structured Internship Programs
Poorly structured or misclassified internship programs can create labor-law compliance risks. Effective programs serve as talent-development pipelines that support long-term recruitment goals.
Recommended Approach:
Implement compliant internship structures with defined learning objectives, mentorship, and evaluation criteria. Properly designed programs help identify future sales talent while ensuring adherence to federal and state guidelines.
Hiring Challenge #6: Limited Geographic Diversity in Remote Sales Teams
Restricting hiring to a single region limits access to diverse talent and reduces understanding of national advertiser markets. Effective remote teams require consistent onboarding, communication systems, and performance tracking.
Recommended Approach:
Adopt remote-first hiring strategies focused on skill rather than location. HR partners with experience in distributed teams can support digital onboarding and compliance across multiple states.
Hiring Challenge #7: Insufficient Background and Reference Verification
Rapid hiring timelines sometimes lead to inadequate screening. Sales professionals manage client-facing relationships and advertiser revenue, making verification essential.
Recommended Approach:
Use comprehensive screening processes including employment verification, performance-based references, and behavioral assessments. Structured reference questions focused on revenue generation and client management help identify potential risks.
Strengthening Sales Team Performance
Organizations that address these hiring challenges report stronger sales outcomes, reduced compliance exposure, and greater operational efficiency. Effective sports media sales teams typically:
Use skills-based evaluation methods
Implement remote compliance infrastructure
Leverage diverse and military talent pools
Maintain detailed, industry-specific job descriptions
Operate structured internship pipelines
Conduct thorough background and reference checks
As remote hiring accelerates and media landscapes evolve, understanding these challenges is essential for building durable, high-performing sales organizations.
Contact Information
For support with hiring strategies, compliance management, or internship development for sports media organizations, visit dakdan.net.
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Dan Kost
Dakdan Entertainment
+1 970-436-0580
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