The Revenue Leadership Podcast with Kyle Norton

CRO Kevin "KD" Dorsey on creating, developing, and deploying playbooks

Oct 2, 2024

In this engaging talk, Kevin 'KD' Dorsey, CRO of Finally and founder of Sales Leadership Accelerator, shares his expertise in building successful startup sales teams. He emphasizes the vital role of sales playbooks, outlining the 'five P's': people, prospects, problem, process, and product. KD discusses the importance of structured onboarding, fostering a culture of continuous learning, and the power of observation in training. He also advises new leaders to focus on influence rather than control, offering practical insights for nurturing effective sales strategies.

01:08:40

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Episode guests

Kevin KD Dorsey

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Episode notes

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Quick takeaways

Kevin Dorsey emphasizes the importance of developing comprehensive playbooks around the five key pillars: People, Prospect, Problem, Process, and Product.

Establishing a culture of continuous feedback among team members is vital for the playbook's effectiveness and ongoing improvement.

Leaders should track performance metrics to assess adherence to the playbook and utilize data for continuous refinement and growth.

Deep dives

The Importance of Playbooks in Sales

Playbooks serve as a documented set of best practices essential for driving consistent performance within sales teams. They provide a structured approach for team members on how to execute their roles effectively, ensuring everyone is on the same page. The discussion emphasizes that without a playbook, sales leadership risks scaling subpar performance rather than excellence. Establishing a playbook also aids in training new hires and setting clear expectations, thus fostering a culture of accountability and quality.

Intro

4min

Launching an Online Community for Sales Leaders

4min

The Power of Sales Playbooks

12min

Structured Onboarding for Sales Success

12min

Optimizing Onboarding Through Effective Playbooks

8min

Mastering Sales Through Observation and Practice

18min

Empowering Leadership and Strategic Reflection

3min

Embracing Leadership: Influence Over Control

7min

Pavilion is thrilled to introduce The Revenue Leadership Podcast with Kyle Norton, now part of the Topline media network. In the second episode, Kyle sits down with Kevin “KD” Dorsey, CRO of finally.

KD opens his mind to us, sharing insights from his extensive experience building successful startup sales teams. He highlights the critical role of developing comprehensive playbooks, focusing on five key pillars: people, prospects, problem, process, and product. Kevin also offers practical advice for sales leaders on tackling high-impact challenges and nurturing a culture centered on continuous learning and growth.

You can get all of these concepts and more via Sales Leadership Accelerator and on KD’s LinkedIn page.

If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast for new episodes every Wednesday.

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