Improving Sales Performance

Nearly every sales organization is experimenting with AI. Very few are seeing its full potential. In this episode of Improving Sales Performance, Matt Sunshine explores why most companies remain stuck in "AI experimentation mode" and what sales leaders can do to turn AI into a practical advantage. Drawing on insights from LeadG2's Revenue Enablement in the AI Era report, he shares actionable strategies for embedding AI into everyday sales activities, increasing adoption, and building the foun...

Not every opportunity in your pipeline is a real opportunity. In this episode of Improving Sales Performance, Matt Sunshine shares how top sales managers separate qualified deals from wishful thinking before inaccurate forecasts and stalled opportunities become costly surprises. Learn how to pressure test your pipeline, ask better coaching questions, and build forecasts based on evidence instead of optimism. You'll learn how to: Confirm the prospect has a real business problem worth solvingVe...

Holding your team accountable doesn't have to create stress or fear. In this episode of Improving Sales Performance, Matt Sunshine explores the difference between accountability and pressure, and why the best sales managers know how to create one without the other. Instead of relying on urgency or micromanagement, top-performing leaders build accountability through clear expectations, consistent coaching, collaborative conversations, and meaningful support. You'll learn how to: Set clear expe...

The best sales managers aren't defined by charisma or motivational speeches. They're defined by consistency. In this episode of Improving Sales Performance, Matt Sunshine explores why a consistent coaching cadence is one of the biggest differentiators between average and top-performing sales managers. Rather than coaching only when problems arise, high-performing leaders build regular coaching rhythms that develop their people, strengthen deal strategy, and improve performance over time. You'...

Most sales managers know regular one-on-ones are important. But too often, those conversations turn into status updates, pipeline inspections, or rushed check-ins, leaving little room for meaningful development. In this episode, Matt Sunshine breaks down five simple questions that can transform one-on-ones into stronger coaching conversations. You’ll learn how to: Reinforce what is already workingUncover where salespeople are getting stuckEncourage reps to take ownership of their next stepsMa...