Most B2B companies invest heavily in sales enablement as a path to higher sales performance but rarely invest in the sales management team. Under-enabled sales managers typically get stuck operating as “super reps” or spend too much time just managing the numbers. How do you get sales managers to operate as strategic leaders who maximize the performance of every player on their team? How do you shift the identity of a sales manager from “super rep” to a sales coach? Through this webinar with Elay Cohen, CEO of Saleshood, and Tanner Mezel, VP of Sales & Marketing at DSG, you’ll learn how senior sales leaders and sales operations teams design, launch and sustain a sales leadership and coaching culture. Key insights you will take away will include how to: - Build a sales operating system that helps managers drive sales outcomes - Give 1st line sales managers the tools to up-level their sales team - Make a sales coaching identity stick - Measuring ROSL (Return on Sales Leadership) About DSG Through training playbooks, experiential learning, and continuous enablement, DSG helps B2B companies implement their growth initiatives and accelerate revenue growth. Sales playbooks are the foundation for on-demand training, live virtual training, classroom training, and manager-led coaching. DSG provides an integrated sales enablement approach including consulting, content development, training delivery, graphic design, and video production. About Saleshood Saleshood is the leading all-in-one sales enablement platform used by hyper-growth companies to boost sales performance. Saleshood is proven to reduce time to ramp, lift quota attainment and accelerate sales velocity. Companies like Drift, Demandbase, Bombora, Domo, Omada Health, Sage, Seagate, RingCentral​, Tanium​, Tealium, Trinet, and Yext use Saleshood to realize fast revenue outcomes with 100% virtual training, coaching and selling - at scale.

1. © 2021 Saleshood and DSG. All Rights Reserved |
Transforming Your Managers from
Super Reps to Super Coaches
Elay Cohen Tanner Mezel

2. © 2021 Saleshood and DSG. All Rights Reserved |
A Day in the Life of a “Sales” Manager
“The most critical asset in driving sales performance…
and the least prepared and trained for the job.”
Territory
Planning
Performance
Management
Sales
Reporting
Sales Strategy
Execution
Leverage
Resources
Training
Account Retention
Opportunity
Management
Pipeline
Development
Sales Forecast
Sales Team
Recruitment

3. © 2021 Saleshood and DSG. All Rights Reserved |
I talk to…
EVERYONE
EVERY DAY
ABOUT EVERYTHING

4. © 2021 Saleshood and DSG. All Rights Reserved |
© 2021 Saleshood and DSG. All Rights Reserved
© 2021 Saleshood and DSG. All Rights Reserved |
ROSL

5. © 2021 Saleshood and DSG. All Rights Reserved |
Sales Leader = “Super Rep”
No Leverage = Little ROSL

6. © 2021 Saleshood and DSG. All Rights Reserved |
Maximizing ROSL
Example ROSL Formula
the financial return in enhanced sales
team performance divided by the cost
of the manager
• How do I PLAN to achieve ROSL?
• How do I COACH to achieve ROSL?
• How do I ORGANIZE to achieve ROSL?

7. © 2021 Saleshood and DSG. All Rights Reserved |
Our Coaching Window
Invest Time Here
Happy with
Results Here
Today Quarter/Year
Inspection Window
Planning & Coaching Window
ABILITY
TO
INFLUENCE
FORECASTED CLOSE DATE

8. © 2021 Saleshood and DSG. All Rights Reserved |
Sales Operating System
Sales Planning
Funnel Health
Sales Execution
Team Development
A cadence of account and opportunity planning supported by
1-1 coaching to generate new opportunities.
A standardized framework for
coaching how-to develop a healthy
funnel of opportunities to meet or
exceed targets.
1-1 coaching and co-selling to help sellers plan,
qualify, manage and win more business.
1-Team training and talent management
best practices that ensure sales teams
have the knowledge and skills
required to succeed
Global
Sales
Leadershi
p
System

9. © 2021 Saleshood and DSG. All Rights Reserved |
Sales Coaching Playbook
Coaching & Management Cadence
Coaching guides
• Sales Conversation Prep
• Pipeline Review
• Account Review
• Opportunity Review
Coaching plan
Coaching best practices
Linkage to reports and dashboards
in CRM
Recruiting & Team Development

10. © 2021 Saleshood and DSG. All Rights Reserved |
Coaching Cadence
10
TIMING VP SALES SALES MANAGER
Quarterly
• National QBR (Top Down)
• Top X Account Review
• National QBR (Top Down)
• Regional QBR (Bottoms Up)
• Top X Account Review
• Pipeline Review (Next 2 Quarters)
Monthly
• 1:1 Team Development
• Top X Account Review (2:2)
Semi-Monthly
• Regional Update / Business
Review
• WW Sales Call
• Regional Update / Business Review
• Top X Opportunity Review (2:2)
Weekly
• 1:1 Opportunity, Account or Territory
Coaching
• 1:1 Pipeline coaching as needed

11. © 2021 Saleshood and DSG. All Rights Reserved |
Coaching & Training Cadence
(Mo. 1)
Week
1
Week
2
Week
3
Week
4
Top X Selections
Submitted
Monday Thursday
Wednesday
Tuesday Friday
Top X Coaching (Based on Top X Selections)
Funnel Coaching Calls (Earlier the Better)
Coaching Plan
Completed
Team Training
QPR
• Top X Account plan review meetings, as needed
• Win Strategy calls as they arise
1:1 Coaching (Based on Coaching Plan)
Catch-up Week, Monthly Close-out, Reporting as required
Example

12. © 2021 Saleshood and DSG. All Rights Reserved |
Week
1
Week
2
Week
3
Week
4
Monday Thursday
Wednesday
Tuesday Friday
Top X Coaching (Based on Selections)
Team Training
• Top X Account plan review meetings, as needed
• Win Strategy calls as they arise
1:1 Coaching (Based on Coaching Plan)
Catch-up Week, Monthly Close-out, Reporting as required
Coaching & Training Cadence
(Mo. 2 & 3)
Example

13. © 2021 Saleshood and DSG. All Rights Reserved |
What is a Coaching Guide?
• Offer thought-provoking questions
focused on critical discussion
themes and topics.
• Guides define the purpose,
schedule, and leader preparation
required.
A collection of high-value questions that can help the salesperson think differently and more
strategically about their situation.

14. © 2021 Saleshood and DSG. All Rights Reserved |
Top 4 Coaching Guides

15. © 2021 Saleshood and DSG. All Rights Reserved |
60-day cycles of manager enablement by learning topic
Implementation
Step 1 - Live Virtual Launch (by
topic)
Step 2 – Coaching Mastery Through
Continuous Learning
Challenges
On-Demand Training
Training-in-
a-box
Best Practice
Sharing
Coaching &
Certification

16. © 2021 Saleshood and DSG. All Rights Reserved |
60-Day Learning Cycles
Example Topics for 60 or 90 Day Cycles
Building
pipeline
Accelerating
sales cycles
Coaching to
the message
Leveraging CRM
& dashboards
Balancing
strategic vs
tactical
Recruiting
talent
Increasing
forecast
accuracy
Improving deal
conversion
Leveraging
QBRs to drive
sales focus
Leading high-
impact
performance
reviews
Driving account
expansion
Ramping up
new hires

17. © 2021 Saleshood and DSG. All Rights Reserved |

18. © 2021 Saleshood and DSG. All Rights Reserved |
Manager Coaching Boosts Pipeline
29%
Increase in Close
Won Deals
211
Coaching
Conversations
TOP USE CASES
• Territory Planning
• Account Planning
• Coaching Huddles
• Social Selling Training
• Prospecting Training
5X
Increase in
Pipeline
Sarah Fricke
Global Enablement Manager

19. © 2021 Saleshood and DSG. All Rights Reserved |
Free Consultation & Software Trial
• Process
• Templates
• Consulting
• Engagement
• Accountability
• Impact

20. © 2021 Saleshood and DSG. All Rights Reserved |
CORRELATE To Prove Revenue Outcomes
Visualize, trend, benchmark and correlate all
enablement activity to sales performance data.
DATA
VISUALIZER
EXECUTIVE
DASHBOARDS
REPORT
BUILDER
CORRELATION
ANALYSIS
EXPORT API

21. © 2021 Saleshood and DSG. All Rights Reserved |
COACH
RECOMMENDATIONS
VIDEO & CALL COACHING
TEAM HUDDLES
COACHING TO DO’S
CORRELATE
SELLER SCORECARDS
CONTENT EFFECTIVENESS
COHORT ANALYSIS
AUTOMATED DASHBOARDS
PRESENTATIONS
CONTENT SHARING
GUIDED SELLING
WIN STORIES
SELL
LEARN
VIDEO ROLE-PLAY
JUST-IN-TIME LEARNING
LEARNING MANAGEMENT
SKILLS LIBRARY
Sales Enablement Platform

22. © 2021 Saleshood and DSG. All Rights Reserved |
Thank you
Elay Cohen Tanner Mezel