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!