How Monarch Supports Media Sales Teams

Media sales teams don’t need more tools. They need clarity.

This article breaks down how nearly 9,000 Monarch users actually work inside the platform, based on real usage data from Sales Managers and Account Executives. You’ll see where teams spend their time, which features drive the most value, and what that tells us about how modern media sales organizations operate.

What Monarch Does for Media Sales Teams

Monarch is Matrix’s sales intelligence and workflow platform built specifically for media ad sales organizations. It supports the full sales lifecycle by:

• Centralizing account, contact, and deal management in one system
• Giving sales managers real-time visibility into pipeline health, pacing, and performance
• Enabling account executives to prospect, manage activity, and progress deals efficiently
• Acting as a shared system of record across teams—without duplicative tools or shadow tracking
• It auto-reconciles pending data with actual revenue daily to keep pacing and forecasts accurate.

To understand where Monarch delivers the most value, Matrix analyzed aggregated usage data across sales managers and account executives.

How Sales Managers Use Monarch

Sales managers use Monarch to answer three important questions:

• Where do we stand?
• Where are we headed?
• And where do I need to intervene?

Monarch centralizes the data needed to answer those questions into one consistent, actionable view.

Account Oversight & Team Management

Managers rely on Monarch to stay closely connected to active business and team structure.

• 83% of managers regularly use the Account List and Account Profile to monitor accounts
• 54% of manager actions involve updates or reassignments, showing Monarch is used for actively managing ownership and coverage, not just reviewing information

Data Insights, Forecasting & Budget Management

Forecasting, pacing, and revenue planning are central to how managers use Monarch.

• 85% of manager usage centers on forecasting and pacing tools to manage pipeline health
• 72% use the Account Profile to drill into contacts, activities, and deals for comprehensive sales intelligence
• 52% use Monarch’s budget tools for better financial control

Operational Visibility & Performance Tracking

Monarch supports efficient oversight without requiring managers to dig through disconnected reports.

• 78% consistently use the Home Page Dashboard for daily operational visibility
• 65% use the AE Scorecard to track individual team performance
  

How Account Executives Use Monarch

For account executives, Monarch functions as the system of record for selling. It supports prospecting, daily activity management, and deal execution, keeping sellers organized without slowing momentum.

Core Workflow & Information Access

Monarch is where sellers go to find, update, and act on sales information.

• 96% of AEs use the Account List and 94% use the Account Profile, confirming Monarch’s key role in the sales lifecycle.
• 90% use the Account List for data searches, highlighting the importance of fast access to accurate information

Prospecting & Pipeline Creation

Monarch serves as a primary pipeline creation tool for Account Executives.

• 86% of top “add” actions involve creating new leads or prospects

Deal & Activity Management

Sellers leverage Monarch to manage work in progress across deals and activities.

• 73–74% usage of Activity Lists and Deal Profiles supports efficient daily execution
• 69% regularly edit contacts and activities, showing ongoing data integrity maintenance
• 69% use Edit Pending, indicating Monarch is used to move deals forward

Forecast Contribution

Monarch's most utilized report is the Forecast Report.

• 35% use Monarch for forecasting contributions, showing AEs are actively involved in pipeline predictions.
  

How Ad Sales Teams Use Monarch

Monarch helps ad sales teams drive visibility, improve predictability, and accelerate execution so they can spot issues sooner, forecast with confidence, and deliver results faster.

What the Data Means for Ad Sales Teams

The data tells a clear story. Monarch supports different roles in different ways, but always within a shared workflow. Managers gain visibility and control. Sellers gain speed and structure.

With consistent, high-value usage, Monarch has become the operational backbone for modern media ad sales organizations. This platform powers effective insights, execution, accountability, and revenue confidence – all from a single source of truth.

See how Monarch becomes the single source of truth for your media sales team. Request a demo.