The Center for Sales Strategy Blog

In this episode, we’re talking about what really causes sales performance to decline and what leaders can do to help their reps bounce back with clarity and confidence. 

Stephanie Downs, SVP/Senior Consultant at The Center for Sales Strategy, joins Matt to help break it all down. She expands on key ideas from her article in the 2025 Talent Magazine, where she shares a framework for diagnosing underperformance and reigniting momentum through strength-based leadership. 

Stephanie delivers powerful takeaways, such as: 

• Why, too often, feedback from sales managers is too vague 
• How to distinguish between a skills gap and a motivation issue 
• And, finally, why you should focus on a rep’s strengths (even when results seem to be lagging)

In this episode, we’re discussing the key differences between “closed” and “open” AI tools. We’ll also break down how Sales Accelerator AI, CSS’ own closed AI system, is designed to address the unique challenges salespeople regularly face.

As B2B sales leaders and managers, your role in guiding your sales teams to success is more critical than ever. With the ever-evolving sales landscape, it's essential to stay ahead by focusing on key areas that can significantly improve your team's performance. Here are some crucial topics to consider, especially as you work through Q1 to set your team up for success early in the year:

Building a highly-talented sales team is one thing, but keeping them motivated and performing at their best is another.  

The most effective leaders understand that each individual they manage is unique. What motivates one team member may not always motivate another. With that in mind, here are five ways you can motivate the individuals on your team and boost performance.

It's easy for sales teams to get busy, get into a rhythm, or get on a roll and just do things the way you've been doing them.

Sales managers wear a lot of hats, and it's easy when things are working just to keep them going the way they are going.

Hey... nothing's wrong, right?

Wrong. 

Ensure you and your team avoid these SPOOKY things to ensure everyone effectively utilizes their time and efficiently manages their prospects and accounts. 

Here you are again. It’s Monday morning, and your team looks like a pack of zombies. They’re physically present but mentally checked out.

Sound familiar? If so, your team’s engagement levels may be in a slump, which means it’s time to breathe some new life into your workplace culture.

Here are six tactics to boost motivation and performance. Your team will thank you.

“We need to increase revenue” is something I frequently hear from Sales Leaders.

It often leads to a discussion around a Target Drive and how it can help. I’ve done a lot of Target Drive consulting over the years, and I commonly have to address the misconception that a Target Drive and a sales contest are the same thing.

So, how are they different?

Let’s talk about something we all know but often overlook—your brand.

No, I’m not talking about the company you work for; I’m talking about you. Yep, you’re a brand, whether you realize it or not. And in today’s world, if you’re not leveraging your brand to build influence and drive business, you’re missing out. Big time.

Have you ever felt like you're shouting into a void, your messages disappearing into thin air? Welcome to the non-communication abyss—a place where sales strategies go to die. 

Let us help pull you out of this chasm and revolutionize your sales approach.

The ability of a sales team to consistently achieve goals and exceed expectations hinges not only on the team's talent and determination but also on the quality of coaching they receive.

Identifying where your people need coaching is key. Without this insight, your coaching efforts might be well-intentioned but ultimately ineffective. By identifying specific problems or struggles, you can tailor your coaching to address these areas directly, leading to more meaningful improvements in performance.