Improving Sales Performance

Hosted by Matt Sunshine

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Latest episode

Mar 2026

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EN-US

About the show

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.

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57 recent

March 19, 2026Episode 926 min

Quick Take: Coaching Vs. Micromanaging - The Manager’s Role in New Hire Success

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 performanceThe difference between what coaching sounds like and what micromanaging sounds like, and why that distinction changes everythingHow to use a guided reps model that gradually shifts from structure to independence as confidence and competence growAnd, finally, why the manager's real job isn't to produce deals; it's to produce salespeople who can produce deals on their ownLINKS:New Hire Fast StartMatt SunshineThe Center for Sales Strategy

March 12, 2026Episode 915 min

Quick Take: Three Reasons Why High-Performing Sales Leaders Feel Stuck

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:Why success itself creates isolation and how shrinking peer circles quietly slow executionWhy decision fatigue at the senior level is often disguised as strategy (and how indecision drains momentum faster than a bad decision ever could)And, finally, why the fix isn't trying harder; it's changing the environment around decision-making entirelyLINKS:The Growth CollectiveJanelle GroveThe Center for Sales Strategy

March 5, 2026Episode 907 min

Quick Take: How to Set Clear Expectations for New Salespeople (Without Overwhelming Them)

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 like, the checklist finally makes senseHow breaking the first 90 days into three distinct phases reduces anxiety and eliminates information overloadAnd, finally, why specific standards always beat vague motivationLINKSNew Hire Fast StartMatt SunshineThe Center for Sales Strategy

February 26, 2026Episode 8919 min

Why Smart Sales Leaders Still Struggle to Execute with Janelle Grove

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 way)How leadership isolation silently kills momentum, and why even high performers stall without a safe place to pressure test decisionsWhy consuming content, attending conferences, and reading all the right books still won't move the needle without accountability and peer challengeAnd, finally, why joining a peer group might just be the missing ingredient to breaking indecision and reigniting execution momentumLINKS:Janelle GroveThe Growth CollectiveMatt SunshineThe Center for Sales Strategy

August 28, 2025Episode 8825 min

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 MagazineAllison DelagrangeMatt SunshineThe Center for Sales Strategy

August 21, 2025Episode 8722 min

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 MagazineAlina McComasMatt SunshineThe Center for Sales Strategy

August 14, 2025Episode 8620 min

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 MagazineDonna HallMatt SunshineThe Center for Sales Strategy

August 8, 2025Episode 8518 min

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 MagazineStephanie DownsMatt SunshineThe Center for Sales Strategy

July 31, 2025Episode 8425 min

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 MagazineBeth SunshineMatt SunshineThe Center for Sales Strategy

July 24, 2025Episode 8324 min

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 MagazineTrey MorrisMatt SunshineThe Center for Sales Strategy