Accelerate Podcast with Andy Paul
May 6, 2016

On Accelerate! Now: Episode 150 with Bridget Gleason. 5 Tough Sales Management Challenges for Sales Leaders.

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I discuss the some of the tough management challenges sales leaders confront concerning commission plans, terminating unproductive sales reps and much, much more. Be sure to join us for this information-packed episode as we tackle tough issues including:

  • Is it always necessary to pay commissions to sales reps in order to achieve your goals?
  • When is the right time to implement a commission plan for your reps?
  • How does a company design an effective compensation plan?
  • Will one incentive plan work for the entire sales team?
  • What is title creep in sales and why you should avoid it?
  • Defining the right process to terminate an underperforming sales rep.
  • Steps you can take to help underperforming reps get on track to success.

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More about Bridget Gleason

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

One book every salesperson should read?
Winner’s Dream by Bill McDermott

My most powerful sales tool?
LinkedIn Navigator

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

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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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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