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A playbook that empowers sales managers to think like CEOs and act like entrepreneurs
At Salesforce.com, Elay Cohen created and executed the sales productivity programs that accelerated 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 productivity excellence. Based on that experience, Elay embarked on a journey to help every company in the world grow like Salesforce.com. After working with many organizations and further reflecting on his time at Salesforce.com, it became apparent that one key player was best positioned to accelerate growth in organizations: the first-line sales manager. Empowering sales managers to own and execute their own sales programs, as entrepreneurs would, became the focus of this book and his technology company.
First-line sales managers are the backbone of every sales organization. They make it happen. They're where the rubber meets the road in pipeline generation, revenue growth, and customer success. These sales managers serve as the voice of salespeople to organizations, and as the organizational voice back to salespeople.
In this accessible guide, Cohen shares how sales managers can build an inspired, engaged team, equipping them with the tools they need to drive up sales productivity and grow the business. He reveals, among many other lessons, how you can nurture a winning sales culture; build world-class training programs that encourage salespeople to learn from each other; and execute sales processes, playbooks, and deals in a way that gives your salespeople the winning edge.
- Sales Rank: #969699 in Books
- Published on: 2014-04-15
- Original language: English
- Number of items: 1
- Dimensions: 8.70" h x .94" w x 5.71" l, .0 pounds
- Binding: Hardcover
- 224 pages
Review
''SalesHood presents a great framework to help transform companies to the new SaaS sales model and achieve hyper growth.'' -- Frank van Veenendaal, vice chairman, salesforce.com
''Elay's passion, knowledge, and leadership in all things sales shines through in this book'' -- Clara Shih, CEO and founder, Hearsay Social
''SalesHood is a great blueprint on how to be a successful sales manager.'' --Jeff Honeycomb, president, NetSuite
''A relevant and compelling read for start-ups and founding CEOs looking to develop successful sales strategies.'' -- Mark Cranney, partner, Andreessen Horowitz
''SalesHood is excellent. It's the new sales bible.'' -- -- Jim Steele, Chief Customer Officer, salesforce.com
About the Author
Elay Cohen is the author of SalesHood: How Winning Sales Managers Inspire Sales Teams to Succeed and the co-founder of SalesHood a ''software as a service'' platform and community for sales professionals.
Elay is the former Senior Vice President of Sales Productivity at salesforce.com. Recognized as the company's ''2011 Top Executive'', he ran the teams that executed sales training, onboarding and deal support for thousands of salespeople. He also created the Partner Relationship Management category. He lives with his family in San Francisco.
Most helpful customer reviews
4 of 4 people found the following review helpful.
Excellent framework for evolving your sales org
By Travis Bryant
TL;DR ("Too Long, Didn't Read"): super useful, easy to digest lessons for how to be a better sales manager.
I've had the good fortune of working with Elay at both Salesforce.com while he was Global Head of Sales Productivity, and now as CEO of SalesHood - he has taken a tremendous number of lessons learned from his experience and codified them into a great series of learnings that can help any sales manager improve their team's performance.
Elay has been a great partner for Optimizely to evolve our selling framework, and many of the lessons contained in this book have already shown a marked increase in performance as our team grows.
4 of 4 people found the following review helpful.
Really thoughtful approach to Sales 3.0
By Dan
SalesHood's approach to developing a scaling sales team is a dead on - the frontline sales manager/mentor is king. I've witnessed multiple orgs outstretch their abilities by failing to focus on the individual training needs of their team. Conversely, I've seen winning sales teams multiply their successes by aligning the frontline managers around a cohesive mentorship strategy.
Cohen makes this point exceedingly clear and has the data and street cred to back it up. A must read for any sales leadership team.
3 of 3 people found the following review helpful.
A Must Read for Any Sales Manager and Executive to Fuel Growth
By Azita Martin
A great book that is easy to follow and shares the best practices of how sales team's can collaborate to dramatically enhance their performance. Elay Cohen outlines learnings from 8 years of running sales productivity at Salesforce.com and insights from other sales executives.
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