The Center for Sales Strategy Blog

Throughout the entire fourth season of the Improving Sales Performance series, host Matt Sunshine will talk to leaders, CEOs, Executives, and authors about their businesses and how they improve revenue performance. 

The series kicks off a Sales Leadership Series where Matt Sunshine discusses sales and executive leadership tips with Jason Randall, CEO of Questco and author of, "Beyond The Superhero: Executive Leadership For The Rest Of Us."

Tune in now or keep reading for a brief overview!

Every manager or business leader has their own style of managing their teams. While some managers believe in empowering their subordinates with autonomy, others like to keep the discretion to themselves.

However, the smartest of managers are those who keep modifying their management styles with the latest workplace trends. Speaking of workplace trends, you already know that a lot about workplaces are changing at a swift pace. Now when remote working and hybrid offices are the new working dimensions, a lot is bound to get overhauled.

Are the positive effects of micromanagement enough to outweigh the downsides, or is it the other way around? Every manager should mull over this when they consider the significance or the relevance of micromanagement.

Promoting someone to a manager doesn't make them a leader.

While managers have power, they too often lack the skills to use that power effectively. What you want is a strong sales leader, but how do you get there?

That question is why we've written this guide to people management and leadership development. We'll review the core difference between a manager and a true leader and how to train managers to get there.

Excuse me, while I pull out my "soapbox", I'm about to go on a rant!

Nothing irritates me more than when people confuse activity with productivity. We have created an environment where checking off our to-do list every day, attending meetings, and responding to emails means that you were productive.

That's just wrong. 

You were not productive. You were busy. Busy does not equal productivity.

Did you know that there are over 195,000 CEOs employed in the United States? Most people start their own business or work their way to the top to be their own boss. Even as the boss, you have major responsibilities to handle.

If you're the CEO of a sales company, you have a responsibility to improve sales leadership. Our guide explains how to do it so you can increase sales and boost business.

To establish the foundation for sustainable business growth, a solid sales structure must be built layer by layer. People, resources, and processes must align and work together to produce the best results for your organization.

In an earlier post, we identified the top challenges media sales departments face and a solution that addresses them all — changing your sales structure. Restructuring is easier said than done, but if you’re going to manage a successful team, the need for change eventually hits home. When thinking about restructuring, below are four important things to know about the modern-day sales structure.