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.
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, 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,
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
is saying. What do you get them to say in these calls? So I'm looking at that in this process. What do your emails look like? What do your proposals look like? Who are you booking with? Is it a certain industry, a certain title, a certain size? Are you getting different types “of leads? Are you getting a lot of referrals? Are you getting a lot of inbound, a lot of outbound?”
They might actually just have a better territory. “There just legit might be more ICP fits.” They might be getting more inbounds. They may have a referral source that other people don't have. This actually helps me diagnose who's the best. So that's the things I'm looking for is performance. There's going to be some level of behavior that's causing the different performance. So here's my behavior bucket.
from, and you can get them for free in the 30 MPC Pipedrive closers hub. The link is in the show notes. Alrighty, folks, it is time for a two by two recap email. Nick, what do you have for your two? So my first one was when you're working with a rep and trying to help them improve in their conversations with a prospect, work backwards. “Start with what you are trying to get the prospect to say, and then build backwards” what you need to ask or what you need to say to get them there. Number two was change your conversations with your reps from looking backwards, hey, how did that call last week go? To looking forwards. Hey, I saw you have a big proposal call with Acme next Wednesday. Let's talk about how we're going to go into that one.