Advertising sales teams are being asked to move faster, personalize more, and prove outcomes across increasingly fragmented audiences and revenue models—all while spending less than one-third of their week actually selling. As expectations for speed and tailored advice rise, media organizations have a real opportunity to turn operational friction into a competitive advantage instead of a constraint. Salesforce’s media and entertainment edition of its “State of Sales” report unpacks how AI, data, and connected revenue operations are reshaping ad sales performance across channels, formats, and deal structures. Drawing on insights from media and entertainment sales professionals worldwide, it shows how teams can reclaim selling time, deepen advertiser relationships, and build more resilient growth. Insights include: Operational friction: Sellers spend 71% of the average week on non‑selling work, limiting time for advertiser strategy, cross‑platform packaging, and long‑term relationship building. AI adoption: 64% of media sales organizations report using AI agents, and 95% say AI increases the odds of hitting sales targets, while 85% say it boosts productivity. Pricing evolution: 61% of companies use usage‑based pricing and 61% use hybrid models, making connected revenue operations critical as media moves toward more dynamic, delivery‑based pricing. Connect data, deals, and real outcomes. Download the report.