At Dreamforce last week, Bob Perkins of the AA-ISP (American Association of Inside Sales Professionals) interviewed me and Trish Bertuzzi on key learnings and takeaways. (Trish is the CEO & Chief Strategist of The Bridge Group, a leading inside sales consultancy.)

In it, I share a key question every sales manager should ask their interviewees. It's a topic I'll be speaking more about at the INSIDE SALES 2014 Conference November 6th in Minneapolis.