Accelerate Podcast with Andy Paul
January 22, 2016

On Accelerate! Now: Episode 75 Front Line Friday with Bridget Gleason. How Sales Leaders Should Structure Their Days to Maximize Their Effectiveness

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how she, as a sales leader at a high growth tech company, allocates and uses her time during a typical work day. She shares how allocates time in her day to preparation, managing sales, coaching her team, selling, recruiting, planning, learning and just having time to herself to think. Included among the topics we discuss in this conversation are:

  • The type of data you need to manage and coach in real-time
  • The regular meetings you need to have and how they should be structured for maximum effectiveness and productivity.
  • The difference between managing your sales process and managing sales
  • The appropriate planning horizon for sales and how much time should be invested in planning.
  • How to use structured office hours to improve team communication

If you’re a sales leader or sales manager, then you need to make sure you listen to this episode!

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Click to tweet: Structure your day to maximize effectiveness. Join @bridgetgleason now on #Accelerate! to learn how. http://bit.ly/1J7o4Lq

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More about Bridget Gleason

My first job in sales
Selling networking products and desktop computers for Xerox

My most powerful sales tool
LinkedIn Sales Navigator

One Book Every salesperson should read
Winner's Dream by Bill McDermott

Music that psyches me up before and important sales call.
I tend to go quiet and focus and role play the call instead of listening to music.

Contact Bridget Gleason

Bridget is VP of Corporate Sales at SumoLogic. With more than twenty years of sales and sales management experience in the technology sector, Bridget joined SumoLogic’s executive team to lead and grow their inside sales organization. Her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard.

Contact Bridget:

Website: http://www.sumologic.com/

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Transcript

Read the full transcript of today’s episode here.

Free Resources

Free chapter from Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions. Ranked as one the Top 20 most-highly rated sales books of all time by Amazon.

Free chapters from Zero-Time Selling, 10 Essential Steps to Accelerate Every Company’s Sales. Awarded one of Top 3 Sales & Marketing books of 2011 by Top Sales World.

About Andy

Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)

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