Accelerate Podcast with Andy Paul
January 29, 2016

On Accelerate! Now: Episode 80 Front Line Friday with Bridget Gleason. How Detailed Sales Planning Can Help You Hit Your Sales Goals

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, uses the sales planning process to help her team achieves its goals and objectives. Included among the topics we discuss in this conversation are:

  • Does every member of your sales team need a sales plan?
  • How managers should work with their team to create individual sales plans
  • What works best: top down or bottoms up planning?
  • How to use the planning process to develop unambiguous expectations for sales.
  • Using dashboards to track performance against plans

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

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More about Bridge Gleason

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.

My most powerful sales tool?
LinkedIn Navigator

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

Contact Bridge 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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