b'INTRODUCTIONA Conversation With Key Executives Selecting, Coaching, and Engaging Top Performers By Matt SunshineManaging Partner, The Center for Sales Strategy W elcome to this years Executive Spotlight! This is the third year in a row that I have had the great pleasure of sitting down and discussing the importance and impact of talent on an organization with top executives at two of our Client companies. (I also encourage you to go back and read the previous years articles as they, much like this spotlight, are loaded with insights, research, and trends). Many companies appreciate and value the importance of their people. I think its fair to say that being a people-focused organization is table stakes if you want to have any sort of a chance to compete. At CSS, we are fortunate to work with many companies that elevate their focus on people to a higher level. Not only do they appreciate and value their people, but they have a true commitment to top-notch selection and powerful individualized development based on their talents. This sort of commitment takes strong resolve and great passion. Both of the executives in this article have all that and more. This article features two amazing leaders who have a proven track record of success. Bob McCuin, Executive Vice President and Chief Revenue Officer, Clear Channel Outdoor, and Lars Wunsche, Executive Vice President Radio & Digital Sales, Evanov Communications. I asked each of them their thoughts on talent and the impact it has on their organizations. Throughout our conversation, it became easy to see exactly why both of these leaders and their companies are doing so well. 6 A Conversation With Key Executives'