Welcome to another Front Line Friday with my very special guest, Bridget Gleason. This week’s topic of discussion is on a specific aspect of sales leadership. When we hear terms such as ‘sales leader’, ‘sales leadership’ or ‘leadership’ in general, we tend to associate them with people having some type of a management role. However, I believe that sales leadership really begins at the individual level. And, in this episode, Bridget and I explore what it means to be an individual sales leader. Our conversation eventually morphs into a mini book club so make sure to join us now!
[2:01] What was Bridget listening to on her morning run? A great book on meditation and mindfulness called Going to Pieces without Falling Apart, by Mark Epstein.
[3:55] Why Andy thinks that sales leadership really begins with the individual salesperson himself/herself.
[4:36] How sales leadership is perfectly defined as salespeople being able to adapt to changing requirements of the prospects, and help them by leading them to make good decisions by using the company’s resources.
[5:20] How Bridget encourages her team to demonstrate leadership without necessarily having a formal position.
[6:30] If sales professionals are the frontline sales leader, then it’s their responsibility to inspire the buyer to go on a journey with them.
[8:02] How being in service to the customer is actually leading them.
[8:26] How Bridget sees herself as a servant-style leader by creating an environment where motivated individuals can succeed.
[11:29] When is it the right time for salespeople to step up, think on their feet and exhibit leadership?
[13:26] Bridget shares the fun aspects she loves about sales and Andy recommends the book, The Challenger Customer, by Brent Adamson, Matthew Dixon, Nick Toman, and Pat Spenner.
[16:12] The idea of the sales professional as the leader is even more important when you look at the expanding number of stakeholders that you have to bring together and get consensus from, in order to move forward.
[20:11] Why leadership should be included in the job description for a sales rep or account executive position.
Bridget was most recently VP of Corporate Sales at SumoLogic. Prior to that her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard. She can be contacted at firstname.lastname@example.org.