Improving Sales Performance

Most sales managers know regular one-on-ones are important. But too often, those conversations turn into status updates, pipeline inspections, or rushed check-ins, leaving little room for meaningful development. In this episode, Matt Sunshine breaks down five simple questions that can transform one-on-ones into stronger coaching conversations. You’ll learn how to: Reinforce what is already working...

In this Quick Take episode, we're drawing a hard line between two approaches that can look similar in the moment but produce very different results over time: coaching and micromanagement. Matt breaks down how managers can develop new salespeople without creating dependence, including: Why micromanagement feels productive and why that feeling is exactly what makes it so dangerous to long-term...

In this Quick Take episode, we're redefining what it means to feel stuck and why the leaders most likely to experience it are often the strongest ones in the room. Janelle Grove, VP Managing Director of the Growth Collective at The Center for Sales Strategy, takes the mic for this quick but powerful solo take. Janelle breaks down three reasons high-performing leaders lose momentum, including:...

In this Quick Take episode, we're breaking down what it really takes to set new salespeople up for success and why clarity, not just enthusiasm, is what drives early performance. Matt shares six ways to set clear expectations for new salespeople without overwhelming them, including: Why leaders should start with outcomes, not activities. Because when new hires understand what success looks li...

In this episode, we're diving into the gap between insight and action and why even the smartest, most experienced sales leaders get stuck there. Joining Matt is Janelle Grove, VP/Managing Director of the Growth Collective at The Center for Sales Strategy. Janelle shares powerful insights, including: Why execution problems are rarely a strategy problem (and what's actually getting in the...

In this episode, we’re shining a spotlight on what it means to lead like a Talent Superhero and how prioritizing people fuels consistent performance.  Joining Matt is Allison Delagrange, a 2X Talent Superhero and Senior Consultant at The Center for Sales Strategy.  Allison shares incredible insights, including:  How to be a collaborative leader, not a condescending one (Hint, hint: Instead of crit...

In this episode, we’re uncovering what high-performing sales organizations do in the first 90 days to turn new hires into confident, capable contributors.  Matt is joined by Alina McComas, VP/Senior Consultant at The Center for Sales Strategy, who expands on the strategies she outlined in her article for the 2025 Talent Magazine . Alina shares what new hires really need to succeed and what leaders...

In this episode, we’re taking a closer look at how executive coaching helps leaders evolve so their teams can truly thrive.  And joining Matt is Donna Hall, SVP/General Manager at Robertson Lowstuter, whose piece in the 2025 Talent Magazine explores how executive coaching creates a ripple effect across teams and culture. Whether you’re new to leadership or deep into your career, this conversation...

In this episode, we’re talking about what really causes sales performance to decline and what leaders can do to help their reps bounce back with clarity and confidence.  Stephanie Downs, SVP/Senior Consultant at The Center for Sales Strategy, joins Matt to help break it all down. She expands on key ideas from her article in the 2025 Talent Magazine , where she shares a framework for diagnosing und...

In this episode, we’re exploring what smart sales leaders do before their top performers resign.  And joining Matt is Beth Sunshine, SVP/Talent Services at The Center for Sales Strategy.  Her contribution to the 2025 Talent Magazine highlights the importance of being ready long before turnover happens. And, here, she shares actionable ways to build that readiness into your talent strategy.  Beth b...

In this episode, we’re diving into how identifying and leveraging innate talent (rather than just experience) can help leaders build stronger, higher-performing sales teams.  And helping Matt unpack it all is Trey Morris, VP/Senior Consultant/Director of Training Innovation at The Center for Sales Strategy. Trey’s article in the 2025 Talent Magazine explores how smart hiring decisions can transfor...

In this Quick Take episode, we’re taking a few minutes to think about the day in the life of a salesperson before and after having AI tools at our fingertips.   By the end of this short episode, you’ll have a solid bird’s-eye-view of how significantly AI has altered the daily routines and approaches of salespeople, making their strategies more efficient and effective. LINKS: Matt Sunshine Sales Ac...

In this episode, we’re discussing the key differences between “closed” and “open” AI tools. We’ll also break down how Sales Accelerator AI, CSS’ own closed AI system, is designed to address the unique challenges salespeople regularly face.  And helping Matt explore it all is Stephanie Downs, SVP/Senior Consultant at The Center for Sales Strategy.   Stephanie offers so many awesome things to think...

In this episode, we’re discussing the benefits of having an AI Task Force at your company and how such a brain trust can be an invaluable resource to ensure that your organization stays ahead of the curve.  Joining Matt to explore it all is Brent Tripp, Digital Marketing Coordinator & Podcast Producer here at CSS.   Brent offers some solid points to think about, like:  Why it’s essential for e...

In this episode, we’re taking a look at how AI is supercharging CRMs and, specifically, exploring how HubSpot is transforming the way businesses manage customer relationships, sales processes, and marketing campaigns.  Helping me break it all down are Maryanne McWhirter and Emily Hartzell, both VP/Senior Directors at LeadG2.   Maryanne and Emily offer so many awesome points to think about, like: ...

Previously this season, we explored how AI is transforming the world of sales coaching. Today, in this episode, we’re diving a bit deeper into that topic by chatting with two incredible guests from the AI coaching platform, Yoodli.  Varun Puri, Co-Founder of Yoodli, and Ajay Jain, Head of Training and Enablement at Yoodli are here to break down exactly how their platform is revolutionizing the way...

In this Quick Take episode, we’re exploring the undeniable power of sales coaching, the challenges of traditional approaches, and how AI-powered solutions, like CSS' Practice Coach AI, are setting a new standard for skill development.  On the other side of this brief episode, you’ll see how AI sales coaching truly can elevate the game of your sellers. Practice Coach AI Video Matt Sunshine The...

In this Quick Take episode, we’re breaking down how to keep your sales team happy and productive.  You’ll not only learn why employee happiness and productivity go hand-in-hand, but also actionable ways to increase morale and sales numbers at the same time. LINKS: Matt Sunshine The Center for Sales Strategy

In this episode, we’re discussing how to ensure your sales teams are focused on the right sales activities to drive performance. And joining me to help break it all down is Jeff Clewett, Director of Sales at Bonneville Denver, and Emily Estey, VP/Senior Consultant here at CSS. Both offer some amazing points to think about, like:  Why too many sales managers treat everything as an emergency when th...

In this Quick Take episode, we're tackling how to track revenue performance for maximum results. From understanding the key metrics to utilizing the right tools, you'll be equipped with a comprehensive understanding of how to effectively manage your revenue and make the best decisions for your business. LINKS: Matt Sunshine The Center for Sales Strategy

In this episode, we're exploring how a company successfully aligned their sales and marketing teams to maximize their efforts of their sellers. The great Andrew Sims, CRO at SentriLock, and Trey Morris, VP/Senior Consultant here at CSS, are joining me to break down that journey.  Both bring such great points to the table, like: Why you don't have to make Mount Everest-sized changes in or...

In this Quick Take episode, we're exploring one of the most crucial aspects of success as a business: the ability to keep your sales pipeline full. By the end of this short episode, you'll have 10 effective tactics at your disposal to ensure that your sales pipeline is never empty. LINKS: The Center for Sales Strategy Matt Sunshine

Today, in this Quick Take episode, we’re wrapping up our coverage of The 5th Annual Media Sales Report by spending a few minutes to think about what this year’s findings can tell us about the future of media sales industry  In short, you’ll find that while obstacles are ever-present and, in many cases, more difficult than ever, media sales managers and salespeople alike seem to be up to the challe...

In this episode, we’re continuing our exploration of the recently published Media Sales Report by looking at what sellers and managers say about their company’s marketing strategy. Here to help Matt investigate why so many are dissatisfied with their organization’s current marketing plan, is Dani Buckley, VP/General Manager at LeadG2. Dani, as always, offers some amazing points to think about, lik...

In this episode, we’re once again consulting the latest Media Sales Report by The Center for Sales Strategy.   Today, we’re asking the question, “why are so many media sales managers lacking superstar talent?" Joining Matt to answer that question and more, is the amazing Beth Sunshine, SVP/Talent Services here at CSS and the head of Up Your Culture a division of CSS focusing on company cultur...