How Does Sales Performance Relate To Sales Productivity? Or Does It? w/ Bridget Gleason [Episode 26]

My regular guest on Frontline Friday is 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.

In this episode we discuss the overuse and misuse of the term “sales productivity” by sales managers and provide guidance on how it should be defined and measured. We define what “value” means in sales and the steps managers and reps should take to make sure that every sales interaction with a prospect counts. And together we outline the minimum requirements for preparing for a sales call. Important real time analysis from the front lines. Be sure to check it out.