#SalesSummit | @elaycohen

#SalesSummit | @elaycohen

How Winning Sales Managers Inspire Sales Teams to Succeed

#SalesSummit | @elaycohen

Elay CohenFounder, CEO, and Author

Salesforce.com executive for 8 years, “top executive” in 2011

Senior Vice President Sales Productivity for 5+ years

Ran the teams that executed sales training, onboarding & deal support for 1000s of salespeople

Partnered with sales managers to scale best practice sharing resulting in billions of dollars of revenue

VP Product Marketing & Senior Director, PRM for 2+ years

Created the 100M+ partner relationship product linePublished - April 2014

#SalesSummit | @elaycohen

We Created A Sales Productivity Machine

From $500M to $3B

Why were we so successful?

What contributed to our success?

What problems did we need to solve to grow?

Revenue and rep productivity trend

line

#SalesSummit | @elaycohen

I became curious about how to apply the best practices to the sales profession

Scale?Relevance? Metrics?

#SalesSummit | @elaycohen

Mission: Elevate the Sales Professionsales·hood'sales,hoǒd/Noun

1. The state of sharing sales best practices.2. A community where sales

people mentor each other.3. Sales team engagement by sales managers.

#SalesSummit | @elaycohen

First Line Sales Managers Make It Happen

First Line Sales

Managers

VALUES CADENCE

LEARNING EXECUTION

#SalesSummit | @elaycohen

Think Like A CEO and Act Like an Entrepreneur

Own outcomes Pipeline Revenue Customer success Skills & development Marketing programs

#SalesSummit | @elaycohen

Sales Values Are Key to AlignmentHow would your sales teams describe your sales culture?

We create a common language over night with our new sales values.

#SalesSummit | @elaycohen

Monthly Sales Team CalendarWeek 1: Kick Off & Forecast

Increase predictability

Week 2: Sales Huddle & Pipeline

Improve sales skills

Week 3: Sales Huddle & Contest

Share best practices

Week 4: Close & Celebrate

Energize the team

Winning Sales Managers Create Team Cadence

#SalesSummit | @elaycohen

Balance Best Practice Execution with Inspection

Focus rep on customer activity that matters

Nurture best practice sharing across the team

#SalesSummit | @elaycohen

Learning is Relevant, Ongoing & Immediately Usable

World-class

Onboarding

Pre-work, boot camps & coaching

Best Practice Sharing

Crowdsource deal

strategies, pitches & proposals

Ongoing Learning

Sales Huddles,

1:1s, mentors

1 2 3

#SalesSummit | @elaycohen

We cracked the codeImprove rep productivity

Reduce sales rep ramp time

Align marketing and sales

Accelerate forward pipeline

Forecast better

SalesHood Accelerates Sales Performance

Request to Join the SalesHood Platform

#SalesSummit | @elaycohen

Thank You