At Improving Sales Performance, we are proud to be celebrating Women in Sales Month once again.  

For all of October, we have an amazing slate of women sales leaders who will be sharing their unique insights.  

From offering advice for sales managers new and more experienced to surveying the anticipated landscape of sales in the years ahead, when it comes to Improving Sales Performance, these ladies know how it's done. 

Joining Matt for the entire month is Stephanie Downs, SVP & Senior Consultant at The Center for Sales Strategy. 

In this episode, Matt and Stephanie are joined by Nicki Harkrider-Probey, VP, Local Revenue Officer at TEGNA 

Nicki brings so many awesome points to the table. Such as:  

• The importance of fostering a culture of engagement amongst your sales teams 
• Having and maintaining your core purpose as a sales leader 
• And, the power of staying “resilient through the fatigue of change.” 

 
ABOUT IMPROVING SALES PERFORMANCE: 
Improving Sales Performance is hosted by Matt Sunshine who speaks with guests that are thought leaders, experts, and industry gurus, to share their insight, tips, and knowledge on various topics that help companies improve sales performance.   

CONNECT: 

The Center for Sales Strategy
www.thecenterforsalesstrategy.com/ 

Matt Sunshine:
www.linkedin.com/in/mattsunshine/ 

Stephanie Downs:
www.linkedin.com/in/stephaniewdowns/ 

Nicki Harkrider-Probey:
www.linkedin.com/in/nicki-harkrider-probey-4650563b/ 

TIMESTAMPS:  

2:19 - From your point of view what are the things you look at in the sales dept that let you know that you are on track? In other words, what are the 3 to 5 Key Performance indicators you pay attention to? 

2:58 Sales Dashboards 

4:43 When you have a great culture and depth, that’s a great sales organization 

6:25 What should sales managers be focused on? Think of it in terms of big rocks or highest priorities that they should be focusing on? Revenue of course, but what else? 

6:55 Engagement 

7:35 You’ve got to be more engaged than ever 

9:15 How has sales management changed over the years? Compare what it was like to be a sales manager 5 years ago compared to what is expected now? 

9:38 Sales leaders have a lot on their shoulders 

10:41 Leaders have an important role amidst all this uncertainty 

11:16 Galvanize  

11:56 The future is optimistic 

12:24 Let's say you were speaking to a group of new sales managers, and you were asked to give them advice on what they should be doing or learning right now to ensure they would have success; what recommendations would you give them? 

12:48 Optimistic spirit and attitude are important 

13:20 If you can create an environment where people want to run through a wall for you, then you have high engagement 

14:32 Recap from Matt 

16:38 Part of acceptance is resilience 

17:42 Reacting in this environment is just not healthy 

21:11 We have to be more clear on setting expectations 

23:20 Final Thoughts: Look into the future 3 to 5 years and tell us what you think some of the changes will be in our sales departments. 

24:20 What better job could you be in than where you’re actually helping change people’s lives?