The Center for Sales Strategy Blog

Your team is already experimenting with AI. But is it making a measurable difference?

AI has quickly become part of the conversation in nearly every sales organization.

In fact, according to the Revenue Enablement in the AI Era report from LeadG2, The Center for Sales Strategy's RevOps division, 100% of organizations surveyed are either using or piloting AI.

Yet there's a significant gap between adoption and impact. Only 12% say AI is deeply integrated into their daily workflows.

That means most sales teams are still experimenting (testing prompts, trying new tools, and saving a few minutes here and there) but haven't figured out how to make AI a consistent part of how they sell.

In this episode of Improving Sales Performance, Matt Sunshine, CEO of The Center for Sales Strategy, explains why AI alone won't improve sales performance (and what sales leaders can do to move from experimentation to execution).

How can you tell if a promising opportunity is actually forecast-worthy?

Every sales manager has experienced it.

A deal looks solid. The salesperson is optimistic. Leadership starts counting on the revenue.

Then, seemingly overnight, the opportunity stalls... or disappears altogether.

In many cases, the problem isn't optimism. It's qualification.

In this episode of Improving Sales Performance, Matt shares why the best sales managers don't simply review pipeline opportunities; they pressure-test them. By asking the right questions early, they improve forecast accuracy, strengthen coaching, and avoid costly surprises.

How can sales managers hold their teams accountable without creating unnecessary pressure?

It's one of the most difficult balancing acts in sales leadership.

Every manager wants their team to perform at a high level. But there's a fine line between creating accountability and creating anxiety.

Too much pressure can make salespeople defensive, hesitant, or afraid to ask for help. Too little accountability can lead to complacency and inconsistent performance.

In this episode of Improving Sales Performance, Matt explains how the best sales managers strike the right balance: challenging people to improve while creating an environment built on clarity, trust, and support.

What makes one sales manager consistently outperform another?

Many people assume it's charisma.

Others point to experience, leadership presence, or the ability to motivate a team.

While those qualities can certainly help, the best sales managers often separate themselves in a much simpler way:

They're consistently present as coaches.

Are your one-on-one meetings developing your salespeople or just reviewing their performance?

Most sales managers know they should be meeting regularly with their team.

But too often, those conversations become pipeline reviews, status updates, or rushed check-ins squeezed between other meetings.

When that happens, the biggest opportunity is missed: Developing your people.

Why do sales teams abandon proven processes... even when they know they work?

It’s a frustrating pattern many sales leaders recognize.

The team has a clear sales process. They’ve been trained on it. They’ve even seen it produce results. And yet, over time, execution begins to slip.

Stages get skipped. Conversations lose structure. Pipeline quality starts to decline.

So what’s really happening?

When a new salesperson starts to struggle, what's the right move?

For most sales managers, the instinct is to lean in harder: more oversight, more correction, more involvement. And that instinct makes sense. You care about results. You're accountable for the number. You don't want your new hire to fail.

But in this episode of Improving Sales Performance, Matt draws a clear line between two very different approaches and explains why crossing it can quietly undermine the very thing you're trying to build.

How do you onboard a new salesperson without burying them?

Hiring great sales talent is only half the battle (and often the easier half). The real challenge begins after the offer letter is signed.

In this episode of Improving Sales Performance, Matt breaks down six practical ways sales leaders can set clear expectations during those critical first 90 days without creating confusion, anxiety, or information overload.

You know what to do. So why isn't it happening?

In this episode of Improving Sales Performance, Matt chats with Janelle Grove, VP/Managing Director of The Growth Collective, to dig into the real reason execution stalls for even the most experienced sales leaders (and what it actually takes to break through).