How To Hire High Quality Sales Reps For High Velocity Sales Teams w/ Bridget Gleason [Episode 38]

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at Sumo Logic.

In this episode, we take a close look at one of the most critical aspects of scaling a sales organization—hiring. Specifically, how to attract and retain quality reps who can succeed in high velocity sales environments.

Bridget and I discuss the challenges sales leaders face when rapidly expanding their teams. We talk about how vague role definitions can lead to misaligned expectations and bad hires. Clarifying what success looks like in each position is the foundation of an effective hiring strategy. If you’re building out your SDR team, be sure to read our blog on how to hire successful SDRs.

We also explore how to structure interviews that uncover qualities like coachability, grit, and adaptability. Skills matter, but mindset and learning agility often predict long-term performance. Once you’ve made a great hire, onboarding becomes your next big challenge. That’s why our inside sales onboarding and training blueprint is a must-read for new managers and enablement leaders.

Bridget shares strategies for creating a hiring process that’s aligned with your growth goals, not just your headcount targets. We touch on the importance of using revenue intelligence to identify what makes your top reps successful, and how to replicate that in your hiring and coaching.

Whether you’re hiring your first rep or your fiftieth, this episode offers practical advice to help you scale with confidence and purpose. Because great teams don’t happen by accident. They’re built, one great hire at a time.