At Improving Sales Performance, we are proud to be celebrating Women in Sales Month once again.  For all of October, we have an amazing slate of women sales leaders who will be sharing their unique insights.  From offering advice for sales managers new and old to surveying the anticipated landscape of sales in the years ahead, when it comes to Improving Sales Performance, these ladies know how it's done. Joining Matt for the entire month is Stephanie Downs, SVP & Senior Consultant at The Center for Sales Strategy. Today, our guest is Kim Guthrie, Division President for iHeartMedia Florida.   Kim brings up so many valuable topics. Such as: The power of forming developmental relationships with your clients The importance of building trust with and being a sustaining resource for your team And how it’s necessary to always be recruiting new talent ABOUT IMPROVING SALES PERFORMANCE: Improving Sales Performance is hosted by Matt Sunshine who speaks with guests that are thought leaders, experts, and industry gurus, to share their insight, tips, and knowledge on various topics that help companies improve sales performance.   CONNECT: CSS:https://www.thecenterforsalesstrategy.com/ Matt Sunshine:LinkedIn: www.linkedin.com/in/mattsunshine/  Stephanie Downs: LinkedIn: www.linkedin.com/in/stephaniewdowns/Kim Guthrie:LinkedIn: www.linkedin.com/in/kim-guthrie-66071b31/ TIMESTAMPS:2:19 What are three to  five things that you look at across the sales organization to really know if you're on track from an organizational standpoint?4:46 Pipeline Management Vs. Pending Management5:41 Transactional Business Vs. Developmental Business8:55 Talent will always, always, always be the most important thing10:40 Having the "hard conversation" is important12:48 Sales leaders need an optimistic spirit14:50 You can't teach those innate talents.17:08 How has the role of a sales leader changed over the last three to five years?18:32 The amazing opportunity of not being inventory constrained23:19 The pro's and con's of having so many tools and resources (golf club analogy)24:45 Wrap-up

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