Welcome to another Front Line Friday with my regular guest, Bridget Gleason. On this week’s episode, Bridget and I discuss, among other topics the connection between new sales technologies and enhanced sales productivity. Join Bridget and me for this episode of Accelerate! as we dig into the future of sales in the face of technological changes.
[1:29] Andy poses the question of whether new sales technologies are fundamentally contributing to improved sales productivity.
[3:29] Where the real revolution in sales is going to come from.
[7:06] Andy says he tells hundreds of sales leaders each year that the hard part of sales is still the human-to-human contact, technology notwithstanding.
[8:47] How to identify and recruit sales reps with good emotional intelligence (and how to test for it and reinforce it.)
[9:39] Technology may help us to be more effective in knowing what to do, but not in knowing how to do it.
[9:51] Are salespeople going to become unnecessary?
[17:58] Andy compares the sales team to a football team. The best team runs a system that needs good team players, not star players.
Bridget is VP Sales at Logz.io. Prior to that her recent experience includes being VP of Corporate Sales at SumoLogic, VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard. She can be contacted at firstname.lastname@example.org.
Joining me on this episode of Accelerate! is my guest Jeremy Boudinet. Jeremy is Director of Marketing at Ambition, a sales productivity platform that drives people and process with goals, scorecards, contests, and analytics. Among the many topics that Jeremy and I discuss are the origins of Ambition, the transparency and accountability that gamification provides in sales, what kinds of sales organizations are a good fit for gamification, and how Ambition implements gamification to help improve sales productivity.
[4:43] The Ambition co-founders had started Access America Transport, which became the 12th biggest third-party-logistics company in North America.
[4:57] Access had logistics protocols and they had sales -- and they ended up doing ‘fantasy football’ for sales -- running intense competitions, and scoring people based on closing deals, getting revenue, making calls, etc.
[5:23] Ambition created gamification software that scores people, gives opportunities for recognition, and turns work into a fun, collaborative experience.
[6:00] What brought the Ambition to the attention of Harvard Business Review?
[6:40] What are some of the transparencies Ambition provides to an organization?
[7:24] What kinds of teams, and processes, does the Ambition paradigm fit very well?
[8:11] The more people in the process, the better the success, and the that more transparency, recognition, and energy matter to your team, the better it works as well.
[10:00] For managers, it’s about transparency. For reps, it’s about competition and collaboration. They find accountability.
[12:25] What is at the heart of the Ambition paradigm?
[18:12] What is an Activity Quadrant and how does it capture an individual’s sales productivity?
[19:54] How does the Activity Quadrant help prepare the manager for better one-on-one coaching, and help them evaluate processes, metrics, and behaviors?
What’s your most powerful sales attribute?
Starting the conversation and earning trust.
Who is your sales role model?
What’s one book that every salesperson should read?
The Sales Acceleration Formula, by Mark Roberge,
also, Sales Management Simplified, by Mike Weinberg.
What music is on your playlist right now?
New Wave, and The Hotel Year (now The Hotelier), Rap, Wu Tang Clan, Dirty South Rap.
Contact Jeremy: Jeremy.email@example.com
Blog: Ambition blog