Elay Cohen CEO
Secrets of Sales Productivity
Elay CohenFounder, CEO, and Author
Former Senior Vice President, Sales Productivity salesforce.com
Creator of the Partner Relationship Management Category
Sales Productivity Is A CEO Top Priority
Sales and marketing is not aligned
Reps are not ramping fast
enough
Velocity & repeatability
is hard to scale
We’re Overwhelmed & Underserved
To sell is to be human
Inspire Sales Teams to Engage & Succeed
Salespeople Learn From Each Other
Values Drive Action
Sales Managers Drive Cadence
# 1 Values Promote Action
Go to market alignment Winning Sales Plays
# 2 Sales Managers Drive Cadence
Plan | Communicate | Coach | Measure
Own outcomes� Pipeline� Revenue� Customer success� Skills & development� Marketing programs
# 2 Sales Managers Make It Happen
# 3 Salespeople Learn from Each Other
Win as a team1. Sales Pitches2. Deal Stories3. Rep Onboarding4. Sales Skills5. Best Practices
TodayIssuesCompelling Event
TomorrowOutcomesCriteria
# 3 Reps Uncover the “Why” Together
Training is ineffective
Tools are obsolete
Today
Consistent onboarding
Ongoing learning
Crowdsource content
Tomorrow
There Must Be A Better Way
Difficult to scale Peer coaching
Ramp time is high
GTM not aligned Empower sales managers
Sales Teams Engage & Win As A Team
Deal Reviews
Peer Coaching
Sales Tips
Pitches
Sales Manager
Sales Huddles
Demonstration
Pick a Problem. Huddle. See Results.
Pick a problemPipeline | Velocity | Win Rates
11
HuddleGoals | Team | Meeting
22
See resultsLearn | Practice | Coach
33