Improving Sales Performance

Matt Sunshine

Looking for sales performance strategies? Hoping to grow revenue? Join Matt Sunshine, CEO at The Center for Sales Strategy, where he and industry experts work toward a singular goal: Improving Sales Performance.

  1. 28 AUG

    Caped (and Coaching) Crusaders: Building Teams Like a Talent Superhero with Allison Delagrange

    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 criticizing weaknesses, empower through strengths) How it pays to communicate with your existing team exactly WHY you are recruiting And, finally, how recruiting raw talent means hiring for impact: both in what they’ll bring to the team AND how you’ll help them growLINKS: 2025 Talent Magazine Allison Delagrange Matt Sunshine The Center for Sales Strategy

    25 min

  2. 21 AUG

    Fast-Tracking Sales Success: What New Hires Need in Their First 90 Days with Alina McComas

    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 can do to support them from day one. Alina offers practical, actionable advice, including:  How too many sales leaders think their job is done once they’ve hired a talented seller Why you should make adjustments to your onboarding plan based on the individual’s innate talents And, finally, why you should set clear expectations for what success looks like in their role on day one.LINKS: 2025 Talent Magazine Alina McComas Matt Sunshine The Center for Sales Strategy

    23 min

  3. 14 AUG

    Leveling Up Leadership: The Role of Executive Coaching in Sales Performance with Donna Hall

    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 will help you rethink what great executive development looks like.  Donna shares such rich insights, like:  How, if you want to be the best leader you can be, it takes the recognition that everyone has areas for growth Why the cornerstone of great leadership begins with authenticity And, finally, how Michael Jordan didn’t have a coach because he was weak. He had a coach because he was committed to staying at the top of his game LINKS: 2025 Talent Magazine Donna Hall Matt Sunshine The Center for Sales Strategy

    20 min

  4. 8 AUG

    When Performance Slips: What Smart Leaders Do Next with Stephanie Downs

    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 underperformance and reigniting momentum through strength-based leadership.  Stephanie delivers powerful takeaways, such as:  Why, too often, feedback from sales managers is too vague How to distinguish between a skills gap and a motivation issue And, finally, why you should focus on a rep’s strengths (even when results seem to be lagging)LINKS: 2025 Talent Magazine Stephanie Downs Matt Sunshine The Center for Sales Strategy

    18 min

  5. 31 JUL

    When Top Talent Walks: How to Prepare Today for Tomorrow's Turnover with Beth Sunshine

    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 brings so much wisdom to the table, including:  Why it’s essential to protect the relationships with your people who leave, because “boomerang” employees are all too common How, when it comes to referrals, vague requests get vague results  And, finally, why the only thing more expensive than making the wrong hire, is waiting too long to make the right one LINKS: 2025 Talent Magazine Beth Sunshine Matt Sunshine The Center for Sales Strategy

    25 min

  6. 24 JUL

    Smart Hiring, Smarter Sales: Unlocking Natural Talent in Your Recruitment with Trey Morris

    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 transform team performance, and, here, he brings those insights to life with practical strategies and real-world examples.  Trey shares so many eye-opening tips, like:  Why hiring for raw potential often yields better results than hiring for polish or experience alone How to spot innate talent during the interview process using tools like structured assessments And, finally, why, every time you interact with anyone, you should ask yourself: “Is this someone that I could I add to my Talent Bank?”  LINKS: 2025 Talent Magazine Trey Morris Matt Sunshine The Center for Sales Strategy

    25 min

  7. 20 FEB

    Quick Take: A Day in the Life of a Salesperson - Before & After AI

    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 Accelerator AI Practice Coach AI The Center for Sales Strategy

    7 min

  8. 13 FEB

    Closed vs. Open AI: Understanding the Difference for Sales Teams with Stephanie Downs

    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 about, like:  How closed AI tools can offer more tailored responses by working solely from the information that you teach it How, when open AI tools don’t know an answer, they often produce “hallucinations,” filling in the gaps with inaccurate information And, finally, why sellers who are leery about embracing these tools need to understand that AI is not the future, it's the presentLINKS: Stephanie Downs Sales Accelerator AI Matt Sunshine The Center for Sales Strategy

    20 min
See All (53)

About

Looking for sales performance strategies? Hoping to grow revenue? Join Matt Sunshine, CEO at The Center for Sales Strategy, where he and industry experts work toward a singular goal: Improving Sales Performance.

Information

  • Creator
    Matt Sunshine
  • Years Active
    2022 - 2025
  • Episodes
    53
  • Rating
    Clean
  • Copyright
    © 2025 Improving Sales Performance
  • Show Website
    Improving Sales Performance

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