Improving Sales Performance

In this episode, we’re kicking off our season-long exploration of The Center for Sales Strategy’s latest Talent Magazine. In other words, we’ll be diving into exactly how you should go about recruiting, selecting, developing and engaging your people.  

Each week, Matt will be joined by experts from here at The Center for Sales Strategy to help break it all down.

In today’s episode, Trey Morris and Mindy Murphy are here to discuss the latest facts and trends relating to Recruitment, and they both share a ton of awesome insights, like: 

• How the leaders who have the most success in recruiting almost always use multiple recruitment methods 
• Why you won’t find as many Millennial and Gen Z job seekers on LinkedIn or Indeed anymore 
• And how making recruitment part of your weekly routine is one of the best ways to avoid the dreaded “desperation hire.” 

Links:

The 2023 Talent Magazine

Trey Morris

Mindy Murphy

Matt Sunshine

The Center for Sales Strategy

This season, we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape.    

In each episode, Matt will be joined by a rolling roster of outstanding experts from our team here at The Center for Sales Strategy. 

Today, Matt is breaking down the Industry Outlook and Culture Section of the Media Sales Report with SVP/Partner at Up Your Culture by The Center for Sales Strategy, Beth Sunshine. 

Together, Matt and Beth give their take on some top questions that arise from the report, like:

• How can sales managers better communicate and express their optimistic industry outlook to engage and inspire their teams?  
• What can sales managers do to turn a less than ideal company culture into one that their salespeople would evangelize about?
• What is causing such different perceptions of what the ideal hybrid model should be? 

The Media Sales Report:
thecenterforsalesstrategy.com/media-sales-report

The Center for Sales Strategy:
thecenterforsalesstrategy.com/

Up Your Culture:
uyc.thecenterforsalesstrategy.com/

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

Beth Sunshine:
LinkedIn: linkedin.com/in/bethsunshine/

TIMESTAMPS:
(02:24) Any statistics or data that really just jumped out of the media sales report?
(05:30) Is there anything specific that sales managers, um, could do to communicate and express their optimistic outlook?
(10:52) Nail down your company's reason for being, your optimistic vision for the future, your core values, and then talk about those things all the time
(14:35) Learn what is important to each individual on your team
(16:26) The discrepancy between how sales managers and salespeople view the hybrid work environment
(18:41) Managers have really been steeped their whole careers in the belief that if they can't see the work getting done, it may not be happening
(20:42) It is a candidate's market, which means job candidates are in the driver's seat

This season, we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape.    

In each episode, Matt will be joined by a rolling roster of outstanding experts from our team here at The Center for Sales Strategy. 

Today, Matt is breaking down the Sales Enablement Section of the Media Sales Report with VP/GM at LeadG2 by The Center for Sale Strategy, Dani Buckley and Senior Consultant at LeadG2 by The Center for Sales Strategy, Emily Hartzell. 

Together, Dani and Emily give their take on some top questions that arise from the report, like:

• What would you tell those sellers and sales managers who feel as though their sales collateral pieces are lacking?
• What are the first features of a website that you look for in order to most easily communicate who your company is and what problems you solve?
• How would you suggest building a better bridge of communication between marketing and sales? 

The Media Sales Report:
thecenterforsalesstrategy.com/media-sales-report

The Center for Sales Strategy:
thecenterforsalesstrategy.com/

LeadG2:
leadg2.thecenterforsalesstrategy.com/

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

Dani Buckley:
LinkedIn: linkedin.com/in/daniobuckley/

Emily Hartzell:
LinkedIn: linkedin.com/in/emily-hartzell/

TIMESTAMPS:
(02:50) Were there any stats or were there any data that jumped out or surprised you?
(06:23) Often, sellers have a hard time finding, locating, and actually using the resources they already have
(08:32) There's the stuff that marketing or leadership created, and then there's the stuff that sellers actually need every day
(09:41) Sales Enablement explanation exercise
(13:40) Features that every B2B website should have
(20:50) Only 5% of salespeople believe that the marketing plan at their company rocks
(26:14) There is a disconnect between what marketing is actually doing and what sales perceives that marketing is doing

This season, we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape.    

In each episode, Matt will be joined by a rolling roster of outstanding experts from our team here at The Center for Sales Strategy.  

Today, Matt is breaking down the Sales Process Section of the Media Sales Report with VP/Senior Consultant, Alina McComas and Senior Consultant, Michael Mayer. 

Together, Alina and Michael give their take on some top questions that arise from the report, like:

• Why do you think appointments are becoming harder and harder to secure? 
• Any advice for those struggling to close the sale more so now than in the past?
• What would you say to managers whose teams are having trouble adopting their CRM? 

The Media Sales Report:
thecenterforsalesstrategy.com/media-sales-report

The Center for Sales Strategy:
thecenterforsalesstrategy.com/ 

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

Alina McComas:
LinkedIn: linkedin.com/in/alinamccomas/

Michael Mayer:
LinkedIn: linkedin.com/in/michael-mayer-15a9a914/

TIMESTAMMPS:
(03:07) Any stats or any data that jumped off the page for you?
(04:15) Only 1% of salespeople are consistently using personal video as they try to get at appointments
(07:01) There's more competition for people's time than there ever has been
(10:59) Starting with a valid business reason at the very beginning is the most important thing you can ever do
(14:32) 37% say that closing the sale is becoming more difficult
(17:53) The definition of qualified needs to be examined
(21:06) As a manager, you have to tell the salesperson what's in it for them when using a CRM. How does it help them make more money?
(25:30) You just need to say, listen, if you wanna work here, you're gonna choose to use the CRM

This season, we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape.    

In each episode, Matt will be joined by a rolling roster of outstanding experts from our team here at The Center for Sales Strategy.  

Today, Matt is breaking down the Learning & Development Section of the Media Sales Report with VP/Senior Consultant, Emily Estey

Together, Matt and Emily take on some top questions that arise from the report, like:

• What advice would you give to sales managers leading  salespeople who aren't receiving trainings frequently (on a weekly or monthly basis)?  
• How can sales managers have meaningful conversations with their sellers on a consistent basis?
• What would you say to managers trying to engage and inspire team members that are underperforming in their eyes? 

The Media Sales Report:
thecenterforsalesstrategy.com/media-sales-report

The Center for Sales Strategy:
thecenterforsalesstrategy.com/ 

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

Emily Estey:
LinkedIn: linkedin.com/in/emily-estey-b325228/

TIMESTAMPS:
(02:12) Are there any stats or is there any data that jumped out or were surprising?
(06:18) If 85% of salespeople are saying they want training, then we better provide it
(08:39) Get your people talking, have them talk about a success that they're having, or maybe a frustration
(11:24) What would you say to managers trying to keep their superstars performing consistently at that level?
(15:23) We're going to eat this elephant one bite at a time
(18:43) As difficult as recruitment is these days, 85% of salespeople want to go to a place where learning and development is made available to them. 

This season, we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape.    

In each episode, Matt will be joined by a rolling roster of outstanding experts from our team here at The Center for Sales Strategy.  

Today, Matt is breaking down the Sales Department Section of the Media Sales Report with SVP/Senior Consultant, Stephanie Downs and Senior Consultant, Susan McCullin. 

Together, Stephanie and Susan give their take on some top questions that arise from the report, like:

• Why does recruitment continue to be one of the hardest parts of a sales manager's job?
• Why does the average size of sales teams seem to be shrinking?
• With recruitment being a perpetual sore spot, how should sales managers maximize the performance of their small staff while also trying to find and hire new talent? 

The Media Sales Report:
thecenterforsalesstrategy.com/media-sales-report

The Center for Sales Strategy:
thecenterforsalesstrategy.com/ 

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

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

Susan McCullin:
LinkedIn: linkedin.com/in/susanmccullin/

TIMESTAMPS:
(02:37) Any stats or data that immediately jump out or are surprising?
(06:13) Theory on shrinking staff size
(08:02) Recruitment is still really tough
(10:50) How do you improve the difficulty of recruitment?
(15:03) The number of small teams is increasing
(20:54) 72% of sales managers believe that their sales staff should increase.
(25:23) Final thoughts on the Sales Department Section of the Media Sales Report

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 old 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. 

Today, our guests are Katelin Tinley, Vice President and General Manager at Cox Media Group New York City, and Jaleigh Long, Vice President and Market Manager at Cox Media Group Atlanta and Athens. 

Together, Katelin and Jaleigh share a ton of essential observations. Such as: 

• The significance of having an open and transparent relationship with your team 
• The power of going through the customer journey and knowing potential problems before the meeting 
• And the importance of being seen as a resource, for your team and for your clients, to help guide them through disruption.  

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: 

CSS:
https://www.thecenterforsalesstrategy.com/ 

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

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

Katelin Tinley:
LinkedIn: www.linkedin.com/in/katelinzaretsky/

Jaleigh Long:
LinkedIn: www.linkedin.com/in/jaleighlong/ 

TIMESTAMPS:
2:49 The importance of a good company culture
5:35 The power of having open and honest relationships with your team 
7:41 Culture and Engagement have come up in every episode this season
9:45 Agility is key
11:03 Be that much more prepared for meetings in virtual spaces
12:30 Go through the customer journey before asking for a meeting
14:43 Recruitment is harder than ever before
17:42 Our greatest responsibility as leaders is to find the new leaders
19:17 Learn what drives your team, then drive them
21:57 Guiding colleagues and clients through disruption
22:44 The future is exciting
23:47 Wrap-up

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 old 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.  
 
Today, our guest is Stacey Kauffman, Regional Vice President for San Francisco and Sacramento at Audacy.   

 
Stacy has so many amazing observations. Such as:  

• Prioritizing your focus amidst the flurry of data that is constantly at our fingertips (Hint, hint: Don’t be chained to your desk)  
• How Account Executives can no longer “wear all of the hats” like they used to   
• And why you can’t “build a team of unicorns”   

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:  

CSS:
https://www.thecenterforsalesstrategy.com/  

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

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

Stacey Kauffman:
LinkedIn: www.linkedin.com/in/staceykauffman/

TIMESTAMPS:
3:37 What are the least amount of things that we can focus on that have the biggest amount of impact?
5:39 The biggest thing is recruiting, retaining, growing talent.
7:18 Data insights
8:07 Five years ago, the, the ideal Account Executive  could wear all the hats
10:14 There's jobs that don't even exist yet.
12:40 We need leaders who can get the buy-in and and get the team motivated
16:25 Strong culture and engagement has been a running theme this season
17:46 You can't build a team of unicorns
19:09 Averaging two to three points per game can make all of the difference
23:30 The benefits of having an employee engagement team
26:30 There's that greater sense of desire for purpose and belonging
29:46 Wrap-up

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 old 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. 

Today, our guest is Kim Guthrie, Division President for iHeartMedia Florida.  

 Kim brings up so many valuable topics. Such as: 

• The power of forming developmental relationships with your clients 
• The importance of building trust with and being a sustaining resource for your team 
• And how it’s necessary to always be recruiting new talent 

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: 

CSS:
https://www.thecenterforsalesstrategy.com/ 

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

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

Kim Guthrie:
LinkedIn: www.linkedin.com/in/kim-guthrie-66071b31/

TIMESTAMPS:
2:19 What are three to  five things that you look at across the sales organization to really know if you're on track from an organizational standpoint?
4:46 Pipeline Management Vs. Pending Management
5:41 Transactional Business Vs. Developmental Business
8:55 Talent will always, always, always be the most important thing
10:40 Having the "hard conversation" is important
12:48 Sales leaders need an optimistic spirit
14:50 You can't teach those innate talents.
17:08 How has the role of a sales leader changed over the last three to five years?
18:32 The amazing opportunity of not being inventory constrained
23:19 The pro's and con's of having so many tools and resources (golf club analogy)
24:45 Wrap-up

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 old 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. 

Today, our guest is Katie Reid, Senior Vice President & Market Manager for Bonneville Denver 

 Katie makes so many awesome points. Such as: 

• Avoiding surprises by keeping a watchful eye on your entire sales funnel 
• Maintaining and fostering organic growth, communication and coaching in a hybrid work environment 
• And the power in truly understanding the individuals who are reporting to you 

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: 

CSS:
https://www.thecenterforsalesstrategy.com/ 

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

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

Katie Reid:
LinkedIn: www.linkedin.com/in/katiereidbonneville/

TIMESTAMPS:
2:17 When you look at the overall sales organization or the sales department specifically, tell me a few things that you look at on a regular basis to know if you're on track or not.
4:03 Not being surprised is key
4:42 Category focus is the "secret sauce"
6:26 Thinking about sales leaders in general, what are really the biggest, the highest priority things, they should be paying attention to on a day in and day out basis?
6:52 Everything is more complicated
9:12 Do you find an onboarding new sellers today that it is harder to onboard them and it takes longer or not?
9:20 Mentoring in a hybrid environment
11:17 You have to be way more of a partner now
12:33 The pro's and con's of having so many resources these days
15:25 So thinking about that related to sales leaders, what do they have to be great at today?
15:31 They have to be strategic and in the trenches
17:02 So if you were giving advice to a new sales leader, say you're onboarding a new sales leader, you know, in Denver, what advice would you give them?
18:13 A sales leader's job is to remove obstacles
20:31 When you really look out three to five years, how do you think the sales departments are going to continue evolving?
22:31 Wrap-up