30 Minutes to President's Club | No-Nonsense Sales
221 (Lead) Cloning Your Top Reps by Identifying What Good Looks Like (Kevin "KD" Dorsey)
May 30, 2024
Sales expert Kevin Dorsey discusses strategies for lead cloning, coaching reps to 'What Good Looks Like', and using the 'Four Ds' to implement new tactics. He shares insights on defining 'good' in sales, documenting leadership approaches, and improving sales conversations and performance.
35:51
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Quick takeaways
- Identify top performer behaviors and replicate across team for sales success.
- Document 'what good looks like' to empower teams and drive continuous improvement.
Deep dives
The Importance of Documenting 'What Good Looks Like'
Being obsessed with documenting 'what good looks like', known as the wiggle, ensures clarity and alignment within a sales organization. Kevin Dorsey emphasizes the significance of defining and documenting 'greatness' to elevate sales teams. Scaling success involves the four Ds: define, document, demonstrate, and deliberately practice, enabling consistent performance standards.
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