What’s Luck Got To Do With Sales Productivity? w/ Bridget Gleason [Episode 30]

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. With more than twenty years of sales and sales management experience in the technology sector, Bridget joined SumoLogic’s executive team to lead and grow their inside sales organization. Her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard.

Bridget and I focus on two sales topics in this episode that you won’t want to miss. First, what is the role of luck in sales? Is it really true in sales that the harder you work, the luckier you get? And, why do sales leaders often overlook the hard work that goes into making a deal look easy? Second, we talk about why sales leads aren’t consistently followed up. The problem starts with the lack of a defined process for managing leads and we’ll tell you what you can do to fix that problem. If you’re in charge of a sales team, be sure to join us for Front Line Friday!

This Front Line Friday covers two essential topics for every sales leader.

First, we look at the role of luck in sales. Is it just chance? Or is it something you create through preparation? Bridget and I dig into why success often looks easy from the outside, but in reality, it’s the result of daily discipline and consistent execution. If this resonates, check out our blog on Sales Training: The Best Free Training Resources and the glossary guide to Sales Coaching.

Then we switch gears and take on one of the most avoidable revenue killers: poor lead follow-up. The root of the problem? No clear process. We break down how this gap starts and share practical steps to fix it. For more, see our detailed blog on Lead Response: Everything You Need to Know and learn more about Lead Response Time and Sales Pipelines in our glossary.

If you lead a team and want to tighten up the basics that drive performance, this episode offers clarity. For next steps, visit our resources on Sales Sequence Automation and Sales Enablement Tools.

Because in sales, what looks like luck is usually just process in disguise. And what feels like chaos? That’s what happens when process is missing.