Elay Cohen earned his reputation as a sales executive in one of the most successful organizations of the past 50 years – Salesforce. Here, he explains the “sales enablement” function, what it means, how to build it and how its smooth functioning helps organizations succeed and sustain their 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 he may bounce a bit from topic to topic and sometimes repeat himself, sales managers and salespeople will benefit from his insight.
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.