March 10, 2017

#402 How to Build Fundamental Sales Habits, With Bridget Gleason.

Bridget Gleason is VP of Sales for Logz.io and my regular guest on Front Line Fridays.

KEY TAKEAWAYS

[1:55] The topic is sales advice. Sound advice is welcome. Shortcuts do not solve problems. New books usually teach old principles in a new way.

[4:43] Accelerate! is not a show about “the one thing you need.”

[5:17] “High anxiety” is not necessary for sales, in the long run. Does the expectation of immediate gratification cause anxiety?

[6:43] Do the basics well, and don’t worry about missing out on anything. Unfortunately that’s not what managers telling their teams.

[10:00] If a hack builds on a foundation, it may work. However, it’s unrealistic to look for “three quick steps,” to achieve consistently good results. Skill doesn’t come from hacks, but from learning and practice.

[11:43] When a CEO is anxious, how can a sales rep relax? Make your investment more about sales education than in sales training.

[15:29] Sales manager training yields a higher ROI than rep training. Companies are not investing enough in manager education.

[17:03] Processes are based on the successful execution of selling habits. Without effective habits, there are no sales. Strong habits reduce stress and make yourself more productively available.

[20:19] Part of building self-confidence is letting go of your anxiety.

[22:13] Well-intentioned hacks may tempt a rep to forget to study, learn, and practice good sales behaviors.