Elay Cohen earned his reputation as a sales executive in one of the most successful organizations of the past 50 years – Salesforce. Here, Cohen explains the “sales enablement” function, what it means, how to build it and how its smooth functioning helps organizations become more successful and sustain that success. Cohen’s information-rich and highly detailed how-to guide gives executives, managers and salespeople a blueprint for implementing a more rigorous sales process based on enablement. He suggests taking a top-down and bottom-up approach to sales, emphasizing learning and peer-to-peer knowledge, and leveraging appreciation and rewards. Though Cohen may bounce a bit from topic to topic and sometimes repeat himself, executives – and especially sales managers and salespeople – will benefit from reading his valuable advice.
In this summary, you will learn
- What “sales enablement professionals” do in organizations and why they are so valuable,
- How you can become an enablement professional or hire or develop great sales enablers, and
- How to structure your sales enablement team and equip it to succeed in alignment with your firm’s priorities and goals.
About the Author
Elay Cohen led sales productivity and enablement at Salesforce, where he was honored as its top executive in 2011. He is co-founder and CEO of SalesHood, a sales improvement consulting and technology firm.