Improving Sales Performance

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 Strategywww.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? 

Season 5 of Improving Sales Performance is hosted by Matt Sunshine and co-hosted by Stephanie Downs, and focuses on celebrating #WomenInSales for the month of October.Guests are female thought leaders, experts, and industry gurus, who share their insight, tips, and knowledge on various topics that help companies improve sales performance.Episode 38, part of the #WomenInSales series, welcomes Lori Clark, Director of Local Sales at KHOU-TV; TEGNA - HOUSTON, and Dana Nagel, Director of Sales, Tegna/WKYC Media.

Season 5 of Improving Sales Performance is hosted by Matt Sunshine and co-hosted by Stephanie Downs, and focuses on celebrating #WomenInSales for the month of October.Guests are female thought leaders, experts, and industry gurus, who share their insight, tips, and knowledge on various topics that help companies improve sales performance.Episode 39, part of the #WomenInSales series, welcomes Jaleigh Long (VP/GM Atlanta and Athens Radio, Cox Media Group), and Katie Reid (VP/GM Jacksonville, Cox Media Group).

Season 5 of Improving Sales Performance is hosted by Matt Sunshine and co-hosted by Stephanie Downs, and focuses on celebrating #WomenInSales for the month of October.Guests are female thought leaders, experts, and industry gurus, who share their insight, tips, and knowledge on various topics that help companies improve sales performance.Episode 37, part of the #WomenInSales series, welcomes Nicki Harkrider-Probey (VP, Local Revenue Officer at TEGNA), and Jessica Hagan (President & General Manager at KTVB News Group).

In Episode 8 of Improving Sales Performance, Gary Pizzati, Founder of 11 Street Media, joins Matt for conversation on Sales Leadership and Performance with Gary Pizzati. 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.  ABOUT GARY:30-year media and advertising veteran Gary Pizzati is the founder of 11 Street Media, a firm built around a team of industry experts that will provide business transformation services along with brand creation strategies for clients. The 11 Street approach bridges mobile, social, video and traditional media to ensure their clients connect and thrive across all available platforms. As former President / Chief Revenue Officer for Modern Luxury, Gary was responsible for the company’s 100-million-dollar revenue portfolio. His oversight has P&L responsibilities for the 24 markets Modern Luxury does business in. And for over 11 years, Gary shaped the face of advertising via his role as Senior Vice Presdent at Cumulus Media, the nation’s second largest broadcaster. Not only did he fuel company expansion and profitability, he also consulted the sales and marketing portfolios of hundreds of businesses from coast to coast.

In Episode 4 of Improving Sales Performance, Tony Hartl, Founder of Crunch Fitness Austin, joins Matt for a conversation about Business Performance and Culture. 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.  ABOUT TONY:Tony is the founder of Crunch Fitness Austin and has a zest for lift and fitness, enjoying a career that combines both of his professional and recreational interests. He is a Midwesterner, father, world-traveler, author, optimist, and experienced entrepreneur. As the founder and former CEO of Planet Tan, which he started in 1995 in Dallas-Fort Worth with three locations and a vision “to provide an affordable luxury where everybody can feel better about themselves." As with all of his business ventures, Tony has a deep passion for health and exercise. To name a of few of his physical feats, he has climbed the Grand Teton in Wyoming and ran a 2:58 in the NYC Marathon.

In Episode 1 of Improving Sales Performance, Dani Buckley, VP and GM of LeadG2, talks with Matt Sunshine about Sales Enablement.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.  ABOUT DANI:Dani Buckley is the VP and GM at LeadG2, a sales performance agency that helps businesses drive revenue with the use of inbound marketing and sales enablement tactics. LeadG2 is a proud HubSpot Platinum Partner and prides themselves on using the best tools to help their clients succeed. The team is made up of smart and talented people that are passionate about creating inbound sales results. Learn more at LeadG2.com.

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 challenge.Links:The 5th Annual Media Sales ReportMatt SunshineThe Center for Sales Strategy

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, like: Why, when sellers aren’t happy with their company’s marketing efforts, often its a lack of sales and marketing alignment that is really the issue at hand. How conducting a content audit is imperative when considering a sales enablement overhaul And, finally, how if media companies don’t have a website that’s both educational and easy to navigate, many prospects will simply find their solutions elsewhere. Links:The 5th Annual Media Sales ReportDani BuckleyMatt SunshineLeadG2The Center for Sales Strategy

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 culture and employee engagement.Of course, Beth provides such valuable insights, like: How, contrary to popular belief, it’s not poor performers but average performers that weigh an organization down. Why managers can’t nurture their superstar talents by “coaching from the locker room” And, finally, how if a seller has unrealized talent, the right mix of training and feedback can help transform them into a genuine superstar Links:The 5th Annual Media Sales Report Beth SunshineMatt SunshineUp Your CultureThe Center for Sales Strategy

In this episode, we’re continuing our season-long deep dive into the latest Media Sales Report from The Center for Sales Strategy.And today, Trey Morris, VP/ Senior Consultant here at CSS, is joining Matt to help answer the question, “Why is it getting harder to convert prospects and renew clients?”Trey brings so many great points to the table, such as: How too many salespeople are pitching products instead of solutions Why sellers need to do a better job of helping existing clients figure out what’s working and what’s not working early on in their business relationship And, finally, why it’s so important for every seller to give the best reason possible for prospects to want to meet with them Links:The 5th Annual Media Sales ReportTrey MorrisMatt SunshineThe Center for Sales Strategy

In this episode, we’re once again diving into The 5th Annual Media Sales Report by The Center for Sales Strategy.  Today, we’re exploring why sales managers are experiencing such increased difficulty in achieving organizational goals.Joining Matt to discuss that and so much more is Stephanie Downs, SVP/Senior Consultant here at CSS.Stephanie provides such valuable insights, like: How a sales manager’s calendar should reflect a strategy of developing and coaching their people Why we often make recruitment harder on ourselves by not having a firm plan in place And, finally, why adding more people to your sales team is not always the solutionLinks:The 5th Annual Media Sales ReportStephanie DownsMatt SunshineThe Center for Sales Strategy

In this Quick Take episode, we’re kicking off our season-long exploration of The Center for Sales Strategy’s 5th Annual Media Sales Report by highlighting some of this year’s most eye-catching findings.  In other words, by the end of this short episode, you’ll have a good idea of how salespeople and sales managers are currently feeling about their own organizations as well as the entire media sales industry. Links:The 5th Annual Media Sales ReportMatt SunshineThe Center for Sales Strategy

We’re so proud to be celebrating Women in Sales Month once again.  For each week in October, we have an amazing slate of women sales leaders who will be sharing their unique insights.Today, our guest is Stephanie Slagle, Vice President & Chief Innovation Officer at Graham Media Group.Stephanie has so many amazing insights to offer, like: Why customer results should always be your north star How even the Michael Jordan’s (or Lebron’s) on your team crave coaching And, finally, why the mark of a great sales leader lies in the ability to articulate the path forwardLINKS:Stephanie SlagleStephanie DownsMatt SunshineThe Center for Sales Strategy

We’re so proud to be celebrating Women in Sales Month once again.  For each week in October, we have an amazing slate of women sales leaders who will be sharing their unique insights.Today, our guest is Laura Coristine, General Sales Manager at Cox Media Laura makes so many awesome points. Such as: Why, instead of asking for feedback, you should ask for “feedforward” How emotional intelligence really can boost the overall morale of your sales teams And, finally, why, if you’ve got a happy, engaged team of people, success is only a matter of time. LINKS:Laura CoristineStephanie DownsMatt SunshineThe Center for Sales Strategy

We’re so proud to be celebrating Women in Sales Month once again.For each week in 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.Today, we are joined by Giovanna Savorgnan, Director of Sales at WFAA. Gio shares so many amazing observations, such as: Why it’s important for everyone, from the top down, to fully believe in the mission of the organization.How the best managers are as good at coaching as they are teaching. And, lastly, why really great sales leaders have to lean into the unknown. LINKS:Giovanna SavorgnanStephanie DownsMatt SunshineThe Center for Sales Strategy

We’re so proud to be celebrating Women in Sales Month once again.For each week in 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.Today, our guest is Lauren Cooley, Chief Revenue Officer at ExpertVoice.Lauren brings so many awesome points to the table. Such as: How the pandemic challenged us and changed us for the better. Why you shouldn’t want a team of “you,” but, instead, a team of people who are authentically themselves.  And, finally, how, even with the rate at which the world is changing, there’s still no substitute for spending time with your people.LINKS:Lauren CooleyStephanie DownsMatt SunshineThe Center for Sales Strategy

In this episode, we’re wrapping up our season-long coverage of The Center for Sales Strategy’s latest Talent Magazine.  Today, we’re taking some time to discuss a group of people who too often get the short end of the “development stick.” That’s right, we’re talking about leaders.Joining Matt to uncover the ways in which leaders can most effectively tap into their innate strengths is Beth Sunshine.Beth makes so many awesome points, like: How 360 Executive Strength Coaching gives leader the opportunity to see both where they are using their strengths as well as areas where they could stand to develop their strengths even more Why, even if you have raw talent, you still need to focus in developing it into an actual skill And, finally, why leaders who aren’t intentionally focusing on their strengths are missing out on opportunities to not only develop themselves but the teams they manage as well.  LINKS:The 2023 Talent Magazine360 Executive Strength CoachingBeth SunshineMatt SunshineThe Center for Sales Strategy

In this episode, we’re once again consulting the latest Talent Magazine by The Center for Sales Strategy.  Today, we’re focusing on Engagement with Kate Rehling and Deborah Fulghum joining Matt to help break it all down.Kate and Deborah both provide super valuable insights, like: How a company culture is like a garden. If you regularly tend to it, what you plant will flourish. If you don’t, weeds will start sprouting in no time. Why the success of you organization doesn’t depend on WHERE you work but HOW your work And, finally, why engagement and satisfaction are in no way the same thing LINKS:The 2023 Talent MagazineENGAGE 2023: The Company Culture ReportKate RehlingDeborah FulghumMatt SunshineThe Center for Sales Strategy

In this episode, we’re taking a good look at the Development section of the latest Talent Magazine from The Center for Sales StrategyHere to help Matt determine the best ways to go about developing your people are Stephanie Downs and Kelly George. Together, Stephanie and Kelly highlight some amazing points to think about, like: Why employees want to be coached rather than managed How AI tools may soon be helping leaders build personalized learning paths through the identification of employee skill gaps  And, finally, why you should never assume that development is solely for new hires alone LINKS:The 2023 Talent MagazineStephanie DownsKelly GeorgeMatt SunshineThe Center for Sales Strategy