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#203 S2 Episode 72 - From Snacks as Service to 2X Unicorn Sales Leader with Kevin "KD" Dorsey

/ 39:18/S2:E72
This episode of the Sales Transformation Podcast with Collin Mitchell features Kevin "KD" Dorsey, VP of Inside Sales at PatientPop and host of the Live Better Sell Better podcast. KD shares that motivating salespeople is very different from making a coin-operated machine work. Sales is the opposite, where the chips are handed in first before the money is put in. This means that motivation is not transactional except for a minority of people who are truly money-motivated. So, there is a need for a radical shift to accept that money is not what drives behavior. It's relationships that make top performers remain top performers.

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HIGHLIGHTS

02:32 KD's sales journey and his realization that there is always a job in sales 

06:50 Entering SaaS sales and cutting his teeth in Snacks as a Service

11:50 Imitating the repeatable outbound processes from Aaron Ross

16:30 A relationship versus a transaction: Sales is not a coin-operated machine

25:10 Paying people before sales are made: A radical experiment that works

32:23 Buyers don't trust commission breath, so change comp plans

36:04 Connect with KD

QUOTES

05:25 "Chips on shoulders put chips in pockets, baby. Maybe you find people that got a chip on their shoulder, something to prove, they always will outperform people that don't."

09:02 "When you think about building any high-performing org, you have to have the right people, you have to have the right process, and you have to have a phenomenal understanding of your prospect. No matter what you're selling, those three things matter."

17:10 "Anything that requires money for something else to occur is not a relationship, that is a transaction. Period."

20:48 "IIW. Is it working? If only 35% of people are hitting their goal in sales with a compensation structure that's supposedly designed to drive the behaviors to get to their goal, is it working?"

25:54 "Comp plans from most companies are lazy management. They think the comp plan will drive the behavior. It won't and it doesn't and I've tested enough times now to see that it truly does not."

Learn more about KD in the links below:

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris. 

#203 S2 Episode 72 - From Snacks as Service to 2X Unicorn Sales Leader with Kevin "KD" Dorsey

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