SalesHood – A Tribute to Sales Managers
- by Elay Cohen
- November 1, 2013
- Sales Managers
SalesHood - Sales Enablement Platform
Here is an excerpt from the back cover of my book I’m publishing with GreenLeaf. The book is called SalesHood: How WInning Sales Managers Engage Sales Teams to Succeed. The book is available to preorder on Amazon. Click here to preorder it.
SalesHood Book Description (back cover)
First-line sales managers are the backbone of every sales
organization. They’re where the rubber meets the road in pipeline generation,
revenue growth, and customer success. They make sure the deals come in, month
after month. They run the business locally in their territory. They coach and mentor one of the most important assets every company has, their salespeople. Winning sales managers are
entrepreneurs. They are the “mayors” of our corporations. They make it happen.
At Salesforce.com, Elay Cohen created and executed the sales
productivity programs that played a big part in accelerating the company’s growth
to a $3 billion–plus enterprise. The
innovation delivered over these years by Elay and his team resulted in
unprecedented sales management excellence. Based on that experience, Elay embarked
on a journey to help every company in the world grow like Salesforce.com. The sales manager quickly emerged as a
central character, the hero, in the story.
After working with many organizations and talking with many
sales managers, Elay confirmed that sales managers hold the power to scale success
and growth. It became apparent that empowering sales managers to own and
execute their own sales programs, as entrepreneurs would, became the focus of
this book and his technology company.
In this tribute to sales managers, Cohen shares how sales
managers can build an inspired, engaged team, equipping them with best
practices and tools to accelerate sales performance. He reveals, among many
other lessons, how sales managers can nurture a winning sales culture; build a world-class
selling machine that encourages salespeople to share best practices and learn
from each other and execute sales processes, playbooks, and deals in a way that
gives their salespeople the winning edge.
Elay Cohen is the author of SalesHood: How Winning Sales Managers Inspire Sales Teams to Succeed and the co-founder of SalesHood, a SaaS sales enablement platform and community for sales professionals. Elay is the former Senior Vice President of Sales Productivity at Salesforce. Recognized as the company's "2011 Top Executive", and credited for creating and executing all of Salesforce's sales productivity programs that accelerated its growth from $300M to $3B+ in revenue. The sales training and sales support innovations delivered over these years by Elay and his team to thousands of sales reps resulted in unprecedented hypergrowth. He also created the Partner Relationship Management (PRM) category.
Based on my experience leading Sales Productivity at Salesforce, accelerating revenue from $300M to $3B, we’ve packaged our proven methodology into SalesHood, helping client after client achieve record breaking revenue growth.