Podcast episode
Cloning Your Top Reps by Identifying What Good Looks Like (Kevin "KD" Dorsey)
30 Minutes to President's Club30 May 202436 min
Description
FOUR ACTIONABLE TAKEAWAYS When working with reps and trying to help them improve, work backwards from what you want to the prospect to say then build what they need to do to get them to say that Coach forward vs. backwards, coach to prepare so that future performance will be better and they feel more prepared for actual scenarios approaching Have each one "What Great Looks Like" exercise per manager per quarter, pick one metric, find the rep who is the best at that, then diagnose the different behaviours they exhibit to adopt across the rest of your team Use the "Four Ds" to roll out WGLL across your team - define what good looks like, document it, demonstrate it with training, and deliberately practice it by scoring reps performing the new tactics on calls PATH TO PRESIDENT’S CLUB SVP of Sales and Partnerships @ Bench Accounting Practice Lead, Revenue Leadership @ Winning by Design VP of Inside Sales @ PatientPop Inc. Head of Sales Enablement & Development @ ServiceTitan VP of Sales @ SnackNation RESOURCES DISCUSSED Read: Join our weekly newsletter Steal: Templates, drips, scripts Watch: How to get an accurate picture of your team's pipeline ft. KD Listen: How to build a winning sales team ft. KD KD's past episodes: Build a Winning Sales Team Discovery Part 1 Discovery Part 2 Getting Prospects to Agree to Their Problem 30MPC Training: 30mpc.com/training
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that you're teaching your reps how to cold call. I know you actually just released a cold calling recently. Talk to me about the best way to break down a concept like cold calling so that it makes sense to even the most junior rep. It actually just follows on what I was just talking about, “where I'm going in sequential order. Because if I think about the cold call framework,” if I don't nail the opener, the permission doesn't matter. And if I don't get the permission, the bucket question doesn't matter. And if I don't get the bucket question, I can't do the gap questions. And if I don't do the gap questions, I can't do the might make sense.
recently. Talk to me about the best way to break down a concept like cold calling so that it makes sense to even the most junior rep. It actually just follows on what I was just talking about, where I'm going in sequential order. Because if I think about the cold call framework, “if I don't nail the opener, the permission doesn't matter. And if I don't get the permission,” the bucket question doesn't matter. And if I don't get the bucket question, I can't do the gap questions. And if I don't do the gap questions, I can't do the might make sense. If I don't do the might make sense, I can't get the confirmation. If I don't do the confirmation,
if I don't nail the opener, the permission doesn't matter. And if I don't get the permission, the bucket question doesn't matter. And if I don't get the bucket question, I can't do the gap questions. And if I don't do the gap questions, I can't do the might make sense. “If I don't do the might make sense, I can't get the confirmation. If I don't do the confirmation,” I can't do the by the way. Almost everything is sequential. Same with closing. If I don't do disco right, I don't ask good disco, I can't create a POV. If I don't create a POV, I can't justify the ROI. If I can't justify the ROI, I can't actually connect the dots in the
I get asked all the time how I can do webinars and how I can do some consulting on the side is because I have a system that doesn't require me to be involved in every single thing. I'm coached, like what we're recording right now, I'm coaching calls right now while I'm on this call. You know why? “Because the scorecard has been built.” I am coaching right now. Every call is being worked on in my org right now with the scorecard that I helped build while I'm on this call. That's scale. So the flaw is keeping it in your head and not getting it down on paper and being the bottleneck for your org. Amazing. KD, unbelievable show.
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