Kevin Dorsey is a fantastic sales leader. As Head of Sales for SnackNation, he leads a team of 12 Sales Development Reps and 30 Account Executives. SnackNation offers office delivery of healthy snacks that create happier and more productive teams.
In just one year, Kevin grew the teams from a handful of reps to over 40. Along the way, he decided that the best avenue for reinforcing and scaling critical sales competencies was to build a Sales Playbook.
And over the next 3.5 months, he did just that.
Lesson #1: He immersed himself in his SDRs' process
"I knew that if I wrote the Playbook from behind my desk exclusively, it probably wouldn't be very good."
Kevin got his hands dirty, getting in the seat with the SDRs and really seeing what that day-to-day felt and sounded like. He was looking to combine emergent best practices (identified by his team) with industry and thought leaders learnings.
The playbook is broken into three sections:Read More