30 Minutes to President's Club | No-Nonsense Sales How to Fix a Broken Sales Org in 90 Days | Kevin "KD" Dorsey | Ep. 285 (Lead)
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Feb 6, 2025 In this insightful discussion, Kevin "KD" Dorsey shares his experience as a four-time sales leader and current CRO at Finally. He emphasizes the importance of addressing high-impact problems rather than the loudest complaints to drive meaningful change. KD advocates for using '2x multipliers' to double key metrics and introduces the concept of 'Wiggle Wednesdays' for refining sales tactics. He also highlights the significance of transparent manager-rep tracking to enhance coaching and performance visibility.
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Identify Your Dominoes
- Quickly identify "domino" team members whose opinions sway others.
- Understand their influence, both positive and negative, to leverage or mitigate their impact.
Leverage 2x Multipliers
- Focus on improvements that can double key metrics, not marginal gains.
- Secure leadership buy-in by explaining the prioritization of 2x levers.
Avoid Jumping on Calls
- Avoid immediately joining sales calls when starting a new role.
- Observing calls provides valuable insights without adding pressure or skewing results.