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Big tech is transforming every aspect of our world. But how, and at what cost? This season of Land of the Giants – The Disney Dilemma – focuses on Disney’s ability to weather the ups and downs of the business cycle and changing tastes and explores what has kept it successful for over 100 years. The entertainment giant has leveraged nostalgia and its intellectual property to build a beloved brand, but after an acquisition spree that included Marvel, Lucasfilm, and 20th Century Fox, can it sus ...
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Manage episode 498982504 series 3399397
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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)
LINKS:
Chapters
1. Podcast Introduction and Topic Overview (00:00:00)
2. Effective Feedback Strategies for Managers (00:01:36)
3. Diagnosing Skill Gaps vs. Motivation Issues (00:04:00)
4. Strength-Based Leadership Approach (00:05:55)
5. Performance Improvement Plans: A Critical Analysis (00:09:15)
6. Coaching Underperformers with High Potential (00:13:31)
7. Addressing Performance Issues: Key Takeaways (00:15:50)
53 episodes
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