FOUR ACTIONABLE TAKEAWAYS
Focus on High-Impact Problems: Prioritize fixing widespread issues over the loudest complaints. High-volume problems drive more meaningful change than squeaky-wheel issues.
Leverage 2x Multipliers: Target improvements that can double key metrics rather than marginal gains. Align leadership early so they understand why other issues aren’t top priority.
Weekly Wiggle Wednesdays: Hold a one-hour leadership meeting to refine sales tactics. Use the four D’s: define, document, demonstrate, and deliberately practice new strategies.
Transparent 1:1 Tracking: Link manager-rep 1:1 docs to the director’s 1:1 doc. Track each rep’s key metric, issue diagnosis, and growth plan for better coaching visibility.
KD'S PATH TO PRESIDENT’S CLUB
CRO @ Finally
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
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How to Fix a Broken Sales Org in 90 Days | Kevin "KD" Dorsey | Ep. 285 (Lead) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
