Yogi Punjabi is the founder and CEO of PeopleLens, an AI platform that helps sales teams perform better by focusing on the individual rep and their manager. He came up through a deliberately eclectic career — a strategy consultant who then changed functions with nearly every company move, from strategy to sales, marketing, product, people, and IT. At Palo Alto Networks in 2018-2019 he led people tech and people analytics while the firewall company acquired its way toward becoming a cybersecurity giant, then missed two quarters and gave back its stock gains. Told by his boss to 'put on your people lens,' he stitched together a struggling AE's calendar, CRM, and enablement data, diagnosed the real gaps, and helped turn a $50K box seller into a seven-figure SaaS seller — the pain that became PeopleLens. His mission is to make every rep a better performer and every manager a better coach.
“My boss said, 'We've got to do our bit. This is our problem. And you've got to put on your people lens.' And that's when we began to focus on the rep, focus on the manager.”
“We saw Mike go from that world of 50K box seller to the world of a seven-figure SaaS seller. And in that pain, the world of PeopleLens came to life. Our mission is really to make every rep a better performer and a manager a better coach.”
“Data sets have really exploded, but insights continue to only trickle in.”
“It's really about helping reps grow as opposed to letting them go.”
“When we bring the economic buyers in earlier, deals close at 15% higher, giving Whitney the impact and the opportunity to lift her game to do another 100K in revenue as she goes into next quarter.”
“The customer on one side, the product at the center, and the rep on the other. We're trying to bring that rep into the equation — they were a forgotten part — and begin to serve them with their own lens.”
“The most expensive math in sales is when you let reps go. It's almost 18 months of math if you think about revenue coming in.”
“There's an opportunity to change that narrative, to change that math, and to begin to think about coaching reps and not cutting reps.”