Pros
Tegna on a corporate level is doing a great job of realizing that a shift in selling practices are needed. They have implemented steps to diversify the revenue portfolio through a diverse product suite. They understand and embrace the challenge they are up against.
Cons
All the things TEGNA has invested in is not executed at the local level. Lazy sales people make ridiculous money for waiting for the phone to ring and passing work off to a huge host of support team members. I have been a sales professional for 15 years and had never seen a sales bullpen with less knowledge on their products, sales theory, and/or how to consult a business for needs. Remarkably however they were very well protected from management. New sales team members, regardless of skill set, sweat equity, or overall talent have no chance of succeeding in their world.