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#305 - Cloning Your Top Reps by Identifying What Good Looks Like (Kevin "KD" Dorsey)
FOUR ACTIONABLE TAKEAWAYS
When working with reps and trying to help them improve, work backwards from what you want to the prospect to say then build what they need to do to get them to say that
Coach forward vs. backwards, coach to prepare so that future performance will be better and they feel more prepared for actual scenarios approaching
Have each one "What Great Looks Like" exercise per manager per quarter, pick one metric, find the rep who is the best at that, then diagnose the different behaviours they exhibit to adopt across the rest of your team
Use the "Four Ds" to roll out WGLL…
The skinny
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