February 19, 2016

On Accelerate! Now: Episode 95 Front Line Friday with Bridget Gleason. Is It Possible To Over-Train and Over-Manage Your Sales Team?

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!