Improving Sales Performance

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

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

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

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

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