Elay cohen sales acceleration summit 2014
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Transcript of Elay cohen sales acceleration summit 2014
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#SalesSummit | @elaycohen
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#SalesSummit | @elaycohen
How Winning Sales Managers Inspire Sales Teams to Succeed
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#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
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#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
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#SalesSummit | @elaycohen
I became curious about how to apply the best practices to the sales profession
Scale?Relevance? Metrics?
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#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.
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#SalesSummit | @elaycohen
First Line Sales Managers Make It Happen
First Line Sales
Managers
VALUES CADENCE
LEARNING EXECUTION
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#SalesSummit | @elaycohen
Think Like A CEO and Act Like an Entrepreneur
Own outcomes Pipeline Revenue Customer success Skills & development Marketing programs
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#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.
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#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
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#SalesSummit | @elaycohen
Balance Best Practice Execution with Inspection
Focus rep on customer activity that matters
Nurture best practice sharing across the team
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#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
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#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
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#SalesSummit | @elaycohen
Thank You