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