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)

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.

41:45

Episode guests

Kevin KD Dorsey

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Episode notes

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Quick takeaways

Identifying key team members, or 'dominoes,' is crucial for a new leader to create a positive organizational impact.

Implementing structured one-on-one meetings fosters accountability and clarity, aligning individual efforts with overall sales objectives.

Deep dives

Identifying Key Players

Identifying essential team members, referred to as 'dominoes,' is crucial for a new leader. These dominoes act as emotional centers within the team, either positively or negatively influencing overall team dynamics. Understanding who to prioritize helps create a stable foundation for broader organizational impact. A quick identification of these key players ensures that the leader focuses their efforts on the most significant influences in the group.

Intro

4min

Effective Sales Leadership and Performance Diagnostics

3min

Analyzing and Enhancing Sales Performance Metrics

5min

Optimizing Sales Organization Management

20min

Strategies for Elevating Sales Performance

3min

FOUR ACTIONABLE TAKEAWAYS

Focus on High-Impact Problems: Prioritize fixing widespread issues over the loudest complaints. High-volume problems drive more meaningful change than squeaky-wheel issues.
Leverage 2x Multipliers: Target improvements that can double key metrics rather than marginal gains. Align leadership early so they understand why other issues aren’t top priority.
Weekly Wiggle Wednesdays: Hold a one-hour leadership meeting to refine sales tactics. Use the four D’s: define, document, demonstrate, and deliberately practice new strategies.
Transparent 1:1 Tracking: Link manager-rep 1:1 docs to the director’s 1:1 doc. Track each rep’s key metric, issue diagnosis, and growth plan for better coaching visibility.

KD'S PATH TO PRESIDENT’S CLUB

CRO @ Finally
SVP of Sales and Partnerships @ Bench Accounting
Practice Lead, Revenue Leadership @ Winning by Design
VP of Inside Sales @ PatientPop Inc.
Head of Sales Enablement & Development @ ServiceTitan
VP of Sales @ SnackNation

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