Dave Appel and Elay Cohen share the MODEL for boosting sales productivity and win rates with virtual coaching.

1. How Virtual Sales
Coaching Boosts
Win Rates
CEO & Co-Founder
ELAY COHEN Dave Appel
Head, Software &
SaaS Vertical

2. Presentation Goals
1. Enablement themes from a successful leader
2. Secret sauce of boosting sales productivity - MODEL
3. How to replicate with your teams

3. Current Sales Performance Reality
30% - 50%
HIT QUOTA
50% OF REVENUE
COME FROM 20%
50% ARE AVERAGE TO LOW
PERFORMERS
RAMP
TIME
WIN
RATES
QUOTA

4. COACH To Develop High Performing Teams
“We increase win-rates and conversion rates by getting our teams
modeling the right behaviors and learning from each other.”
Dave Appel
Head, Software & SaaS
Vertical

5. MAKE IT EASY FOR
PEOPLE TO DO
WHAT YOU NEED
THEM TO DO
1
OPTIMIZE HOW REPS LEARN
FROM EACH OTHER (NOT
JUST YOU)
2
DEVELOP YOUR
TEAM TO PERFORM
LIKE YOUR BEST
3
EVERYONE IS
ON THE RIGHT
MESSAGE
4 5
LEAD BY
EXPECTING
WHAT YOU
INSPECT

6. MAKE IT EASY FOR PEOPLE TO DO
WHAT YOU NEED THEM TO DO
1

7. OPTIMIZE HOW REPS LEARN FROM
EACH OTHER (NOT JUST YOU)
2

8. DEVELOP YOUR TEAM TO
PERFORM LIKE YOUR BEST
3
Attainment
Competence
MANAGER COACHING
SALES SKILLS
PRODUCT KNOWLEDGE
PITCH PRACTICE
INDUSTRY KNOWLEDGE
SALES CONTENT

9. EVERYONE IS ON THE RIGHT
MESSAGE
4
10 Step Messaging Alignment Process

10. LEAD BY EXPECTING WHAT
YOU INSPECT
5
Quantify impact by correlating activity to outcomes

11. MAKE IT EASY FOR
PEOPLE TO DO
WHAT YOU NEED
THEM TO DO
1
OPTIMIZE HOW REPS LEARN
FROM EACH OTHER (NOT
JUST YOU)
2
DEVELOP YOUR
TEAM TO PERFORM
LIKE YOUR BEST
3
EVERYONE IS
ON THE RIGHT
MESSAGE
4 5
LEAD BY
EXPECTING
WHAT YOU
INSPECT

12. #1 Take-Away from David’s Success:
MODEL
Boost win-rates by modeling the culture,
coaching and cadence of getting your teams
collaborating and learning from each other

13. SHORTEN
RAMP
TIME
What Revenue Problem Do
You Want To Solve First?
BOOST
WIN
RATES
GROW
PIPELINE
FAST
GET MORE
SELLER
HITTING
QUOTA
CLOSE
DEALS
FASTER
Enable More Of Your Sellers To Perform Like Your Best

14. SALES ENABLEMENT PLATFORM
PURPOSE-BUILT | ALL-IN-ONE