Welcome to the year’s first episode of Front Line Friday with my remarkable guest, Bridget Gleason. On this week’s episode, Bridget and I discuss, among other topics, looking forward to the new challenges of the new year, how motivation — the why — underlies all action, great principles we’ve picked up from books we’ve read, and what managers need to know about their team members to help them succeed in 2017.
[:55] Andy is excited about the adventure of life in a country where we have the freedom to do our own thing, reinvent ourselves, and serve professionals, as he does in this podcast.
[2:40] Bridget says a good strategy for happiness is to embrace the ambiguity of life. Andy cites Professor Barry Posner on the key tool for success: TofA (Tolerance of Ambiguity).
[6:41] Andy recommends Jill Konrath’s book, More Sales Less Time, on productivity and habits. Identify one or two habits, such as time blocking, or sprints using the Pomodoro Timer, and stick to them, for a lasting impact.
[8:46] When you create a business plan, remember to define your ‘why,’ as Simon Sinek teaches. It’s not just about ‘making money.’
[10:29] Bridget’s most meaningful and impactful goal areas are to be in a place where she is challenged daily, to satisfy her innate curiosity, and to be connected to a group.
[16:02] Andy recommends reading Kevin Kruse’s book 15 Secrets Successful People Know About Time Management to learn how to focus on the most important task.
[17:55] Bridget refers to Ryan Holiday’s book, Ego is the Enemy, about how we spend too much time doing, and not enough time in ‘deep work.’
[20:30] Andy recommends Chris Brogan’s book, The Impact Equation. Chris asked Gary Vaynerchuk what his long-term goal was. His answer: “Buy the New York Jets.” What is your NY Jets?
[22:20] Bridget’s ‘North Star’ is to enjoy the moment, in the excitement and challenges of her new job, and to move through life with contentment, equanimity, and joy.
[30:11] As people remain more fit, and live longer, they will stay in the workforce longer, and will possibly change careers. What are you doing to keep yourself relevant?
[34:41] Good sales managers want to know the why of the people that work on their team, and really understand what’s driving them individually. Invest the time to know your reps.
Bridget is VP of Sales with Logz.io. She was previously 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 Bridget@Logz.io.
LinkedIn: Bridget Gleason
Send your questions for Andy and Bridget to Andy@ZeroTimeSelling.com.