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12min chapter
CRO Kevin "KD" Dorsey on creating, developing, and deploying playbooks
Topline
Empowering Leadership Through Structure
This chapter explores the significance of a well-organized sales playbook and the methods for ensuring adherence to it, including effective one-on-ones. It highlights the value of tailored leadership that respects individual team member dynamics, while also stressing the importance of documenting best practices to enhance efficiency. Additionally, the concept of a 'dark week' is introduced as a strategic tool for leaders to refine their operational systems and reduce organizational bottlenecks.
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