My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about sales productivity and whether traditional sales management practices are unintentionally limiting the potential productivity of their sales reps. Included among the topics we discuss are:

Should you have a standard sales process that all reps must follow? Is it desirable? Or necessary?

Why sales reps need a script. And how they can avoid becoming over-scripted.

Why the second question you ask the prospect is more important than your first question. (And the guaranteed best second question that you can ask!)

Why you need to stop being over-protective and let your sales reps fail.

And much, much more!


If you’re a sales leader or sales manager, then be sure to join us for this episode!