Where Will the Real Sales Revolution Begin? w/ Bridget Gleason [Episode 320]

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.


Andy poses the question of whether new sales technologies are fundamentally contributing to improved sales productivity.

Where the real revolution in sales is going to come from.

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.

How to identify and recruit sales reps with good emotional intelligence (and how to test for it and reinforce it.)

Technology may help us to be more effective in knowing what to do, but not in knowing how to do it.

Are salespeople going to become unnecessary?

Andy compares the sales team to a football team. The best team runs a system that needs good team players, not star players.