Kevin "KD" Dorsey

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Most sales training is a waste of time because it focuses on the 'what.'

'Ask better questions.'

'Build more value.'

'Close harder.'

It sounds great on a slide deck. It feels useless in a live call.

Here’s the thing...

Reps don't fail because they don't know WHAT to do. They fail because they haven't mastered the mechanics of HOW to do it.

Think about a pro golfer.

They don't just 'hit the ball harder.' They obsess over the grip. The stance. The follow-through.

The mechanics drive the result.

→ Your pre-call research routine

→ Your 'if-then' objection handles

→ Your post-call documentation flow

If the mechanics are messy, the result will be messy. Every single time.

Stop coaching the outcome. Start coaching the behavior.

'Show me the prep notes you had before the discovery call.'

When you inspect the process, you fix the person.

When you fix the person, the numbers take care of themselves.

That’s the difference between a manager who 'inspects' and a leader who 'builds.'

One looks at the autopsy. The other designs the architecture.

Which one are you doing this week?

If you want to dive deeper into building these systems, I'm running a live session on GTM mechanics next Tuesday.

Grab a spot here: https://lnkd.in/example

Let’s stop guessing and start building.

#salesleadership #gtmstrategy #coaching

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