30 Minutes to President's Club | No-Nonsense Sales #213 - 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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Practice With Focused Reps And One Fix
- Only practice skills that inspection shows are causing a metric gap, then chunk the skill and drill repetitions.
- Give one piece of constructive feedback per repetition and repeat until mastered with positive reinforcement.
Best Reps Lose Skills As Managers
- Top reps often fail as managers because they stop doing the diagnostic and coaching activities that made them great.
- Managing is the same skillset as selling; leaders must keep practicing those same behaviors with their teams.
Chunk Skills, Repeat, And Layer Feedback
- Chunk drills into single skills (e.g., a pain question) and run many short repetitions with immediate feedback.
- Limit feedback to one tweak per rep, then praise progress and add the next layer.