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)
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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.
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Make 'What Good Looks Like' Explicit
- Document what good looks like by defining, documenting, and demonstrating it so the team can follow a consistent process.
- Build practice into reps' and managers' weeks because you get good in practice, not in the game.
Use BIPSY To Diagnose Problems
- Use a leadership framework (BIPSY) to diagnose causes behind results: Behavior, Individual, Process, Skill, You.
- Fix the causes, not the results, by asking focused questions and driving change at the root.
Turn Knowledge Into Checklists
- Convert tribal knowledge into checklists and docs so processes become repeatable and measurable.
- Use simple tools (e.g., Google Docs) and block short time to write these checklists down now.