Secrets to Sales Productivity by Elay Cohen at the Senator Club event (www.senatorclub.co), where entrepreneurs and sales professionals get together to learn how to sell.

1. Elay Cohen
CEO
Secrets of Sales Productivity

2. Elay Cohen
Founder, CEO, and Author
Former Senior Vice President, Sales Productivity
salesforce.com
Creator of the Partner Relationship Management Category

3. 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

4. We’re Overwhelmed & Underserved

5. To sell is to be human

6. Inspire Sales Teams to Engage & Succeed
Salespeople Learn From Each Other
Values Drive Action
Sales Managers Drive Cadence

7. # 1 Values Promote Action
Go to market alignment Winning Sales Plays

8. # 2 Sales Managers Drive Cadence
Plan | Communicate | Coach | Measure

9. Own outcomes
Pipeline
Revenue
Customer success
Skills & development
Marketing programs
# 2 Sales Managers Make It Happen

10. # 3 Salespeople Learn from Each Other
Win as a team
1. Sales Pitches
2. Deal Stories
3. Rep Onboarding
4. Sales Skills
5. Best Practices

11. Today
Issues
Compelling Event
Tomorrow
Outcomes
Criteria
# 3 Reps Uncover the “Why” Together

12. 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

13. Sales Teams Engage & Win As A Team
Deal
Reviews
Peer
Coaching
Sales
Tips
Pitches
Sales Manager
Sales
Huddles

14. Demonstration

15. Pick a Problem. Huddle. See Results.
Pick a problem
Pipeline | Velocity | Win
Rates
11
Huddle
Goals | Team | Meeting
22
See results
Learn | Practice | Coach
33