The Center for Sales Strategy Blog

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.

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).

What do the most effective sales teams intentionally do early that others leave to chance?

Sales leaders often know something isn’t working in the first 90 days of a new hire, but high-performing leaders don’t start by asking what’s broken.

They start by asking a different question: What does early success look like when it’s designed on purpose?

The idea of a Wartime CEO was made famous by tech leaders like Ben Horowitz and Andy Grove. It’s the kind of leader who steps in when the business is under threat—decisive, bold, and focused on survival and growth at all costs.

This blog is about what that looks like when you’re not running a tech company—but leading a sales team.

There are times in business when you coach, collaborate, and lead with calm. That’s peacetime.

This is not that time.

If you’re a sales leader in today’s market—flat budgets, shrinking demand, fewer leads, distracted buyers—you are not in peacetime. You are in war.

And wartime leadership is a different game.

The Loneliness of Sales Leadership

Let’s be honest, leadership can be lonely.

If you’re a senior sales leader, your days are filled with decisions that impact revenue, people, and strategy. You’re expected to have answers, keep morale high, and deliver results quarter after quarter. But who do you turn to for advice, perspective, or a sounding board?

Too often, sales leaders find themselves leading in isolation relying solely on their own experiences or the limited perspectives within their organization. Over time, this can quietly erode growth, confidence, and clarity.

Securing appointments has always been a sales challenge, but in media sales today, it’s reached a breaking point. The  6th Annual Media Sales Report shows that booking meetings, advancing deals, and closing business require more persistence, better tools, and sharper strategies than ever before.

Here’s what the data from the Setting Appointments & Sales Process section tells us—and what sales leaders must do now to keep their pipelines full.

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

Sales enablement should be the bridge between your sales team and closed deals—but in many media organizations, that bridge has cracks. The 6th Annual Media Sales Report reveals that while most sellers have access to some resources, too many are questioning their quality, effectiveness, and the strategy behind them.

Here’s what the Sales Enablement data tells us—and what media sales leaders need to do to make it a true revenue driver.