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February 29, 2024 28 mins


Delve into the fascinating world of sales with Kyle Asay, the visionary VP at MongoDB, as he unveils the secrets behind his remarkable career journey and the evolution of his groundbreaking sales frameworks. With a blend of wisdom and innovation, Kyle emphasizes the transformative power of personal development and the art of tailoring sales processes to individual strengths. From dissecting team structures to navigating the complexities of remote work, Kyle offers unparalleled insights into optimizing sales performance. Get ready to discover the revolutionary Good Day Framework, a game-changer for sales professionals seeking to hone their focus on leading indicators. But that's not all – Kyle delves into the realm of data-driven decision-making, illuminating the path to showcasing team performance and conducting competency analyses. As the conversation unfolds, Kyle leaves no stone unturned, underscoring the profound value of frameworks for both teams and individuals in the ever-evolving landscape of sales. Strap in for a riveting journey through the intricacies of sales mastery, guided by the incomparable expertise of Kyle Asay.


  • Personal development is crucial for sales success. Salespeople should dedicate time each day to improve their knowledge and skills.
  • Adapting sales processes to individual strengths and buyer preferences leads to better results.
  • In-person interaction is important for team collaboration and building relationships, even in remote work environments.
  • Tracking leading indicators, such as pipeline generation and progress, is essential for identifying and addressing issues early on.


00:00 Introduction and Background

01:01 Transition to MongoDB and Sales Introverts Brand

02:39 Working Remotely and Team Structure

03:19 Benefits of In-Person Interaction

04:36 The Good Day Framework

06:56 Adapting the Framework to Individual Reps

09:52 Team Structure and SDR Support

10:46 Coaching and Oversight for Full Cycle AEs

12:27  Using Data to Showcase Team Performance

16:23 Skill vs Will and Competency Analysis

19:48 Frameworks for Individual Reps

23:42 Creating a Great Day in Sales

27:06 Closing Remarks

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

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