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CRO Kevin "KD" Dorsey on creating, developing, and deploying playbooks
The Revenue Leadership Podcast with Kyle Norton
Mastering Sales Through Observation and Practice
This chapter emphasizes the critical role of observation in enhancing sales training, suggesting that learning by watching real scenarios is more effective than just asking questions. It advocates for well-structured onboarding processes and innovative training methods, including role plays, to ensure new hires are fully prepared before customer interactions. Furthermore, it discusses the importance of creating a living playbook that evolves through regular practice and feedback, ultimately improving team performance and adherence to best practices.
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