Kevin "KD" Dorsey

CRO at finally - Founder of Sales Leadership Accelerator - The #1 Sales Leadership Community & Coaching Program to Transform your Team and Build $100M+ Revenue Orgs - Black Hat Aficionado - #TFOMSL

Formal Education will make you a living… Self Education will make you a fortune. – Jim Rohn

Sales Leadership Accelerator - The #1 SaaS Sales Leadership program - 
www.salesleadershipaccelerator.com


Patreon Group - Monthly Live Trainings, Podcasts, AMA's and more!
https://www.patreon.com/insidesalesexcellence

Awards and Recognition

- DemandBase Top 25 Sales Leaders
- Salesforce - Top Sales Influencer to Follow
- InsideSales top 10 Sales Leader
- Pavillon 🗣 Lecturer of the Year
- Salesforce Top 16 Sales Influencers to Follow
- Ambition Top 100 Sales Coaches
- SalesLoft Rev Star
- TOPO Sales Development Exec of the Year
- LinkedIn Top Sales Voices
- LinkedIn Sales Star
- The Modern Sale Top 100 Global Sales Leaders
- Crunchbase Top Sales Leaders You Should Know

I believe in focusing on the "person" in "salesperson" 

As I've grown as a leader I have a better understanding of what truly drives behavior, motivation, and long term success. If we can make better people, the sales will follow. 

I love scaling sales teams. I have built multiple teams from 0-150+ reps, revenues from 0-100M+ ARR (multiple times). 2 Unicorns (ServiceTitan and Tebra) I believe in processes and systems, paired with skill development, as the code to success. 

I also love to share what I have learned, and what I am learning with others. I consult all sorts of different companies and people as they look to improve their results. I mentor and consult early, mid, and late-stage SaaS companies all across the world. Sharing my playbooks and processes for scaling sales teams successfully.

I have spoken at the top conferences across the country, mentor/coach start up's across the country, and love sharing as I go. 

If there is a book on sales, psychology or influence I have probably read it. I am a voracious learner and am constantly pushing myself and my team to reach new heights of achievement. Because of my own internal desire to learn and grow, that also gets translated out to my team with non-stop growth, coaching and training.

Founder & CEO

The Sales Leadership Accelerator is #1 SaaS Sales Leadership Program

https://www.salesleadershipaccelerator.com/slamembershipoverview

Ya’ll these are the exact trainings, systems, processes I’ve used to build 4 teams over 100 people, 2 unicorns (working on my third) and have trained 1000s of others on as well. 

That's part of what makes this different, is I'm still doing it. 

I'm still in the game. I'm still executing on these things, fine tuning, improving, and growing. 

These aren't the tactics that worked 8 years ago, this is the stuff working NOW.

That’s what the Sales Leadership Accelerator is all about. 

A program to level up the LEADERS!

Leaders need systems, processes,and skill development too. 

That's what this is all about.

Over 15 hours of leadership training (sorry ya’ll, no micro course here, if you want one of those, go somewhere else! it takes more than 90 min to learn this stuff. ) That has been incredibly highly reviewed by 100s of sales leaders and companies. 

Covering things like… 

The BIPSY Leadership Methodology
The WGLL and 4Ds
How to run 1x1s
How to truly develop skills
Coaching and Motivation
Tough Conversations and Accountability
Issue Diagnosis and Metrics
And much more!

Plus over 12 Templates you can take and make your own tomorrow. 

1x1s
Coaching Plans
Issue Diagnosis Checklists
Calls Scorecards
Goal Calculators
And more

Plus monthly group calls, AMAs, and outside experts.

Join today!

"We're about to hire our first sales rep. Any pitfalls to avoid?"

Got this text last night from a founder.

Told him I could write a book on all the mistakes I've made/seen other make, but I'd try to give him the fast stuff. 

1. 𝗗𝗢 𝗧𝗛𝗘 𝗠𝗔𝗧𝗛 𝗢𝗡 𝗚𝗢𝗔𝗟𝗦

Set clearly defined and attainable targets.

Actually run the numbers. Can they realistically hit what you're expecting?

Most founders set impossible goals then wonder why reps fail.

2. 𝗬𝗢𝗨𝗥 𝗥𝗔𝗠𝗣 𝗜𝗦 𝗪𝗥𝗢𝗡𝗚

Whatever timeline you're thinking, double it.

Then add a month.

First reps take longer than you think. Always.

Even if they have 'industry' experience. They have zero experience in your org. 

3. 𝗧𝗛𝗘 𝗙𝗢𝗨𝗡𝗗𝗘𝗥 𝗗𝗜𝗦𝗖𝗢𝗨𝗡𝗧

Take YOUR sales performance and cut it by 30%.

That's what your first rep will do. Initially.

You have founder magic. They don't. You know every objection by heart. They're learning.

Stop expecting them to sell like you do.

4. 𝗗𝗢𝗖𝗨𝗠𝗘𝗡𝗧 𝗪𝗜𝗧𝗛 𝗖𝗢𝗡𝗧𝗘𝗫𝗧

Record all your demos. But here's what most miss:

Do a second recording breaking down WHY you did what you did.

"I asked this question because..."
"I pivoted here when they said..."
"I ignored that objection because..."

The context is more valuable than the demo itself.

5. 𝗕𝗨𝗜𝗟𝗗 𝗧𝗛𝗘 𝗪𝗚𝗟𝗟

What Good Looks Like. Document it all:
- How leads should be worked
- What discovery should accomplish
- How demos should flow
- Follow-up cadence and messaging

If it's in your head, it doesn't exist.

6. 𝗛𝗜𝗥𝗘 𝗧𝗪𝗢, 𝗡𝗢𝗧 𝗢𝗡𝗘

There's no perfect sales hiring process.

Two reps create competition. Comparison. 

One rep? You'll never know if it's them or your process that's broken.

7. 𝗖𝗛𝗔𝗥𝗔𝗖𝗧𝗘𝗥 > 𝗦𝗞𝗜𝗟𝗟

Don't get blinded by experience.

Hire for character traits first, skill second.

Coachability. Curiosity. Grit. Work ethic.

You can teach product. You can't teach character.

8. 𝗠𝗔𝗡𝗔𝗚𝗘𝗠𝗘𝗡𝗧 𝗜𝗦𝗡'𝗧 𝗢𝗣𝗧𝗜𝗢𝗡𝗔𝗟

If you can't manage them, don't hire them.

Real management means:
- Weekly 1x1s
- Call reviews
- Coaching sessions
- Deal prep
- Skill development

Not just "checking in" on Slack.

𝗕𝗢𝗡𝗨𝗦: 𝗧𝗛𝗘 𝗙𝗔𝗦𝗧𝗘𝗦𝗧 𝗥𝗔𝗠𝗣 𝗛𝗔𝗖𝗞

Customer interviews. By far the quickest way to get a rep up to speed.

Have them interview 20-30 customers with these 6 golden questions:

1. Why did you buy?
2. What problem were you hoping to solve?
3. What were you afraid of before buying?
4. What's your favorite part of the product?
5. What's changed the most since having it?
6. How would you describe what we do to another [persona]?

Record every single one.

This gives them real voice of customer. Real objections. Real value props.

In their customers' actual words.

--------

Knock out these steps (even if you're far beyond the first sales hire) 

Your first sales hire sets the tone for everything that follows.

Get it right, and you build a machine.

Get it wrong, and you'll be selling solo for another year.

We all want bigger results without changing our daily habits.

That's why we stay stuck. 

I just re-read Atomic Habits and I love this book more and more each time 

𝗧𝗛𝗘 𝗔𝗧𝗢𝗠𝗜𝗖 𝗛𝗔𝗕𝗜𝗧𝗦 𝗙𝗢𝗥 𝗦𝗔𝗟𝗘𝗦

1. 𝗧𝗛𝗘 1% 𝗥𝗨𝗟𝗘 𝗡𝗢𝗕𝗢𝗗𝗬 𝗧𝗔𝗟𝗞𝗦 𝗔𝗕𝗢𝗨𝗧

10 more calls per day = 250 extra conversations per year.
2 more question in discovery = hundreds of deeper pain points uncovered.
One extra follow-up video = dozens of saved deals.

Small improvements compound. Small declines do too.

Missing 2 calls today doesn't matter. Missing 2 calls every day? You're toast.

2. 𝗜𝗗𝗘𝗡𝗧𝗜𝗧𝗬 𝗕𝗘𝗔𝗧𝗦 𝗚𝗢𝗔𝗟𝗦

Average approach: "I want to hit quota"
Elite approach: "I am someone who never misses their call block"

Stop focusing on outcomes. Start focusing on who you need to BEcome.

How would that person think, act, work, & behave. 

3. 𝗧𝗛𝗘 𝗙𝗢𝗨𝗥 𝗟𝗔𝗪𝗦 𝗙𝗢𝗥 𝗦𝗔𝗟𝗘𝗦 𝗛𝗔𝗕𝗜𝗧𝗦

𝗠𝗮𝗸𝗲 𝗶𝘁 𝗢𝗯𝘃𝗶𝗼𝘂𝘀:
- Put your call list on your desktop before you leave
- Schedule your prospecting blocks in your calendar
- Set CRM reminders for every follow-up

𝗠𝗮𝗸𝗲 𝗶𝘁 𝗔𝘁𝘁𝗿𝗮𝗰𝘁𝗶𝘃𝗲:
- Pair cold calls with your favorite coffee (right Sara Uy?!)
- Create a team leaderboard for activities
- Celebrate the calls, not just the closes

𝗠𝗮𝗸𝗲 𝗶𝘁 𝗘𝗮𝘀𝘆:
- Pre-write your email templates
- Keep objection responses on sticky notes
- Have your demo environment always ready

𝗠𝗮𝗸𝗲 𝗶𝘁 𝗦𝗮𝘁𝗶𝘀𝗳𝘆𝗶𝗻𝗴:
- Track your activities visually
- Ring a bell after booking a meeting
- Share wins in Slack immediately

4. 𝗛𝗔𝗕𝗜𝗧 𝗦𝗧𝗔𝗖𝗞𝗜𝗡𝗚 𝗙𝗢𝗥 𝗦𝗘𝗟𝗟𝗘𝗥𝗦

"After I sit down at my desk, I will make 5 calls before opening email"
"After every discovery call, I will update the CRM"
"After getting rejected, I will do 10 pushups and make another call"

Stack the habit you need onto something you already do.

5. 𝗘𝗡𝗩𝗜𝗥𝗢𝗡𝗠𝗘𝗡𝗧 > 𝗠𝗢𝗧𝗜𝗩𝗔𝗧𝗜𝗢𝗡

Your work setup determines your productivity more than your motivation.

Phone visible = more calls made
LinkedIn open = more prospecting done (prospecting not posting/doom scrolling!)
Slack minimized = more deep work completed

Design your environment for success, not rely on willpower.

6. 𝗧𝗥𝗔𝗖𝗞𝗜𝗡𝗚 𝗖𝗥𝗘𝗔𝗧𝗘𝗦 𝗧𝗥𝗔𝗡𝗦𝗙𝗢𝗥𝗠𝗔𝗧𝗜𝗢𝗡

What elite teams track daily:
- Calls made (not just meetings booked)
- Discovery/Demo Call Scores (not just closed deals)
- Follow-up Videos sent (not just deals closed)

The act of tracking changes behavior before results change.

8. 𝗧𝗛𝗘 𝗩𝗔𝗟𝗟𝗘𝗬 𝗢𝗙 𝗗𝗜𝗦𝗔𝗣𝗣𝗢𝗜𝗡𝗧𝗠𝗘𝗡𝗧

Month 1: No pipeline movement
Month 2: Few meetings booked
Month 3: Some opportunities created
Month 4: EXPLOSION

Most people quit in month 2. Right before the compound effect kicks in.

Results lag behind effort. Always.
---- 
We become what our habits allow. 

Because elite performance isn't built on massive changes.

It's built on atomic habits, compounded daily.

Start small. 

But start now!

SK Perform

We train managers the skills, strategies & tools needed to lead teams that get results

Only for companies or managers serious about achieving greater results.

Founder

WINT - Water Intelligence

UK Country Manager

Matterport

- Achieved 130% of team quota in 2023
- Achieved 106% of team quota in 2022

Responsible for leading and driving direct sales for the EMEA region. Managing, coaching and developing a team of account executives and senior account executives.

Sales Manager - EMEA

Rightmove

- Achieved 119% quota 2021
- Achieved 101% quota 2020
- Have built and scaled a high-performing team of over 25 people.
- Built a new business unit and team from 0 to over £30K monthly recurring in just 4 months
- Improved team customer retention by 43%
- Increased team monthly subscription revenue by 30%

Responsible for leading and driving the account management team and customer success team within the estate agency side of the business.

Also responsible for our new schools division.

Consisting of 3 Sales Managers, 16 Account Managers, 2 Customer Success Managers and New Business Consultant.

Head of Sales - Schools and Account Management

Responsible for leading and driving the account management team and customer success team within the estate agency side of the business.

Head of Account Management

Responsible for leading and driving a team of 8 telephone account managers within the estate agency side of the business.

Sales Manager

thyssenkrupp

Sales Development Manager

Sales Executive

Dynamic Metals Ltd

Knight Strip Metals Ltd

Business Development Manager

Wilsons Metals

Founder | Helping You Build High-Performing Sales Teams | Creator Of Healthy Team = Healthy Results Playbook For Sales Leaders | Follow me for daily doses on leadership, personal development & mindset

The problem?

❌ 85% of managers face their roles without having proper training. 
❌ 60% of new managers underperform in their first year.
❌ 75% of UK employees report experiencing a toxic workplace culture.
❌ 84% of sales reps missed quota in 2023.

What does this mean?

- Managers get little to no training & coaching.
- Majority of the time they are left to figure it out for themselves.
- Failure rate & underperformance is high for them & their teams.

Sales managers haven't been set up for success & I’m on a mission to change that.

I train sales managers the skills, strategies & tools needed to lead teams that get results, in just 90 days.

✅ How?

The Playbook For Sales Managers

- 5 focused modules
- 8 x 1:1 coaching sessions with me
- Daily support access for any challenges
- 12 months of course access

Apply in my featured section!

🚀 Who am I?

- Experience leading & scaling high-performing teams at the likes of Matterport and Rightmove.
- Led managers & teams of 25+.
- Hired, coached & trained 00s of managers.
- Hired, coached & trained 00s of sales reps. 
- Experienced in leading teams in start-ups to established businesses.

✅ What have I done?

📌 Scaled & built teams of 25+ within FTSE100 companies contributing £60M ARR.
📌 Consistently over-achieved yearly business results at multiple businesses.
📌 Developed “The Playbook” For Sales Managers & successfully implemented across multiple businesses.
📌 Guest speaker on multiple podcasts discussing leadership, mindset & personal development.
📌 Speaker at multiple events sharing my story to inspire & motivate others.
📌 2x marathon runner, continuously challenging myself to grow and improve.

Check my recommendations to see what others say about me. 

———

Want help? 

Training & Coaching inquiries: 📧 
scott@skperform.com

Podcast & Speaking inquiries: 📧 scott@scottkingsbury.com

Apply For The Course In My Featured Section

———

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Kevin "KD" Dorsey

Scott Kingsbury

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