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30 Minutes to President's Club | No-Nonsense Sales
166 (Lead): Build a Winning Sales Team With Commitment to Practice (Kevin "KD" Dorsey, SVP of Sales and Partnerships @ Bench Accounting)
Oct 12, 2023
Kevin 'KD' Dorsey, SVP of Sales at Bench Accounting, shares practical leadership tips like defining 'What Good Looks Like', incorporating regular practice, and following the BIPSY methodology. The conversation delves into the power of documentation, effective sales team coaching, and understanding individual needs in sales management.
37:44
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Quick takeaways
- Document 'What Good Looks Like' for success through defined standards.
- Incite continuous skill development through integrating practice into the sales team's routine.
Deep dives
KD Talks About Creating Lasting Change Through Neural Pathways in the Brain
KD explains that changing behavior requires burning a new way of thinking into the brain to create lasting and permanent change by taking advantage of human behavior, which often follows neural pathways. He emphasizes the importance of practice with reps in a way that leverages human behavior, challenging traditional ways of roleplaying and offering insights on how to alter behaviors effectively.
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