Podcast episode
Build a Winning Sales Team With Commitment to Practice (Kevin "KD" Dorsey, SVP of Sales and Partnerships @ Bench Accounting)
30 Minutes to President's Club12 Oct 202338 min
Description
THREE ACTIONABLE LEADERSHIP TAKEAWAYS Document the What Good Looks Like (WGLL): It's best if it's defined, documented, and demonstrated. Practice should be built into everyone’s week: You get good in practice, You don't get good in the game. Follow leadership methodologies: Behavior, Individual, Process, Skill, You as a leader (BIPSY) PATH TO PRESIDENT’S CLUB SVP of Sales and Partnerships @ Bench Accounting Mentor @ 500 Startups Advisor @ Worklye.io Advisor @ Regie.io RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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And it sounds like this. Mark, okay, that was great. Your tone was on. Delivery was nice and smooth. You kept that cadence where we want it to be. I liked it. I'd like you to end it with an open end instead of a close end. Let's end it with an open end. That's it. One piece. Now, what do you think Mark's gonna be able to do on that next repetition? “I gave him literally one thing to focus on.” What is he about to do in that repetition? Any guesses? Make that one tweak. He's going to make that tweak, which is gonna allow me to say what to him at the end of it. Good job. He does it again well. What am I gonna say? You're getting it. Hell yeah. You're getting it. Let's do it one more time. And this time, make it your own.
to this day, I do that with my reps because of how much it helped. And it was just one piece of the drill to that point. We called it the 2am test. I should be able to hit you up 2 o'clock in the morning, Saturday, doesn't matter how many Red Bull vodkas you've thrown back at that point in time “and say, what's the opener? Or how do you handle this objection? And you should be able to just” nail that. And this comes back to one of my earlier points. What good looks like needs to be documented. What are the best openers? Doesn't have to be one. What are the best openers? What are the best ways to handle the pricing objection? What are the best ways to ask for the business at the end? That needs to be documented so that reps can get that repetition in.
piece of the drill to that point. We called it the 2am test. I should be able to hit you up 2 o'clock in the morning, Saturday, doesn't matter how many Red Bull vodkas you've thrown back at that point in time and say, what's the opener? Or how do you handle this objection? And you should be able to just nail that. And this comes back to one of my earlier points. What good looks like needs to “be documented. What are the best openers? Doesn't have to be one. What are the best openers? What” are the best ways to handle the pricing objection? What are the best ways to ask for the business at the end? That needs to be documented so that reps can get that repetition in. So when we think about the role of a manager here, I can already hear some of the excuses and the complaints where they're like, I've got my one-on-one, which is basically a useless meeting where I let my rep fill out the