Sales Talk for CEOs: Finding the Right Sales Leader for Your Company with Elay Cohen (S1:E16)

Nov 18, 2021 | Sales Talk for CEOs Podcast

Hiring the right sales leader is something that every CEO has challenges with, so this episode of the Sales Talk for CEOs podcast is a great opportunity to improve your strategy and avoid some common mistakes. By hiring the right sales leader for your company, you’ll be able to build the kind of sales organization that really supports your business, and that allows you, as CEO, to take on the role of strategist, evangelist, and thought leader.

The perfect guest for this topic is Elay Cohen, CEO and Co-Founder of SalesHood, a sales enablement platform. The role Elay has taken in sales is the role I hope all CEOs can get to. But there were some bumps along the road to getting there, which is why Elay is openly sharing some of the lessons he learned while trying to find the right sales leader, so you can avoid the same mistakes.

During this interview, Elay takes us on his own journey to find the perfect sales leadership for SalesHood. He recounts the missteps along the way, including his first hire, who looked great on paper but wasn’t a good fit for the company, and his second hire that failed because of a misunderstanding related to job title and role. You’ll also learn how Elay landed his current co-leaders in sales who are exceeding sales goals and gearing the company up for amazing growth in 2022.

By finding the right sales leaders for his company, Elay is able to take the role of chief strategist, visionary, and evangelist of his business.  Of course, getting to this place in your career is only possible when you find the right people to lead your sales team. The information in this podcast is sure to ease the process!

Watch the podcast below or on our YouTube channel.


[8:18] The importance of your first customers

[13:00] When to hire a sales leader

[20:51] The journey to find the right sales leader

[24:14] A lesson on title inflation

[27:45] When to consider your top sales rep as head of sales

[30:36] The CEO’s role in sales after finding a sales leader

[36:00] A red flag when interviewing sales leaders

[39:48] Final takeaway on hiring your first sales manager

About Our Guest

Elay Cohen is the CEO and Co-Founder of SalesHood, a Sales Enablement Platform. He is the former senior vice president of sales productivity at Salesforce. Elay was recognized as the “2011 Top Executive” by Marc Benioff and credited for creating and executing all of Salesforce’s sales training and coaching programs that accelerated its growth from a 500 million-dollar business to an enterprise worth more than 3 billion dollars. The innovative sales training and support delivered over these years by Elay’s team to thousands of sales professionals resulted in unprecedented hypergrowth.

Elay authored the book SalesHood: How Winning Sales Managers Inspire Sales Teams To Succeed. Elay is a thought leader in the discipline of sales management and is sought after by the most successful CEOs. He is also recognized as a top innovative “Mover and Shaker” in sales leadership by Entrepreneur magazine and also recognized by LinkedIn as one of the world’s top sales experts.

Show Links

Connect with Elay Cohen in the links below:



You can learn more about and connect with Alice Heiman in the links below:




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