The Revenue Leadership Podcast with Kyle Norton E2: 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.
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Five P's Framework
- Structure sales playbooks around the five P's: people, prospect, problem, process, and product.
- This framework ensures comprehensive coverage of essential elements.
Playbook Importance
- Playbooks are crucial for scaling success and consistent coaching in sales.
- Without defined best practices, scaling will amplify weaknesses instead of strengths.
Top Reps Don't Follow Playbook
- KD recalls a company whose top reps didn't follow the playbook.
- He highlighted that those top reps’ actions should define the playbook.