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
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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
221 (Lead) Cloning Your Top Reps by Identifying What Good Looks Like (Kevin "KD" Dorsey) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
