Improving Sales Performance

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Not every opportunity in your pipeline is a real opportunity. In this episode of Improving Sales Performance, Matt Sunshine shares how top sales managers separate qualified deals from wishful thinking before inaccurate forecasts and stalled opportunities become costly surprises. Learn how to pressu…

Holding your team accountable doesn't have to create stress or fear. In this episode of Improving Sales Performance, Matt Sunshine explores the difference between accountability and pressure, and why the best sales managers know how to create one without the other. Instead of relying on urgenc…

The best sales managers aren't defined by charisma or motivational speeches. They're defined by consistency. In this episode of Improving Sales Performance, Matt Sunshine explores why a consistent coaching cadence is one of the biggest differentiators between average and top-performing sa…

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…

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 mi…

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 po…

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 leade…

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, incl…

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 insight…