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The Revenue Formula
The top 1% of sales teams do this (with Kevin Dorsey, SVP of Sales & Partnerships at Bench)
Feb 1, 2024
43:44
Here's the thing. Most content focus on what the top 1% of sales reps do. While that's great - we seek to understand what the top 1% of sales teams are doing.
How do they operate? How are they managed? This and more we discuss with Kevin "KD" Dorsey, SVP of Sales and Partnerships at Bench.
- (00:00) - Introduction
- (01:51) - Meet Kevin KD Dorsey
- (03:30) - Understanding the top 1% of reps
- (06:25) - Creating a top 1% sales team
- (09:47) - The four Ds
- (16:59) - How to stack improvements
- (20:54) - You can't outsource this
- (25:00) - Supporting functions of a winning team
- (28:47) - Script or no script?
- (36:32) - Recognize behaviour, not just results
Make sure to check out KD's sales leadership accelerator.
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Discover
highlights
Listen to the best highlights from the podcasts you love and dive into the full episode