The document outlines how to achieve greatness in sales. It discusses developing a greatness mindset through setting goals and standards. It emphasizes accountability and responsibility over micro-management. It provides checklists for daily, weekly, and habit development activities like practicing skills, reviewing metrics, taking time off, and seeking coaching. It stresses the importance of side hustles, learning, and finding the right opportunities and company fit to maximize success.

1. Your Journey from Good to Great
Starts Now
Kevin Dorsey
VP of Inside Sales
PatientPop
Renaissance Waverly Wifi: Renaissance_CONFERENCE / HitTheGong

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How To Be Great By Monday
The “Surfing” and The “Black” John Barrows

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The Greatness Mindset
● My brother from another
mother Scott Leese could not
make it.
● Scott is one of the most
authentic sales leaders I’ve met
● Inspired me to be ME in all of
this craziness.
● He is a true OG of sales.

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Let’s Pour Some Out For The Homies

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© 2019. SalesLoft. All Rights Reserved.
Agenda
Mindset
Behavior
Checklists
Get Lucky
Habit Making

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The Greatness Mindset
• The best WANT to be the best
• You should always strive to be
your best self – not compared to
others, but you.
• Why do you want to be great?
Write down 5 reasons and read
them daily.
• Humble, Hard Working,
Unrelenting

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Accountability vs. Responsibility
• You can’t micro manage an over
performer and over communicator.
• Set personal standards, what does your
best self look like?
• Write them down and share with your
manager.
• Check in at the start of the day - What
am I going to DO today to accomplish
the results I want.
• Check in at the end of the day - Did I do
the things necessary to be successful.
• Was I my best self?

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Work Life Integration
• What you do outside of work impacts
your life at work.
• Friends - If they aren’t making you
better, they are holding you back.
• Habits - Partying vs Practicing.
Drinking vs Dreaming.
• You can have both! You can be super
successful and have a family and a life
outside of work.
• Find a way to make your passions
your pursuits.

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Seek Out Coaching
• You don’t know it all yet. Stop
pretending you do.
• What other industry allows “new”
people to establish that after 2 years
they already know it.
• Or that it is natural.
• You’ll learn more about sales by
listening to your own calls for 90 days…
• Seek to be taught by your prospects!
• Mentors matter - more than what
company you work for WHO you work
for matters.

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Mentorship - Seek It Out!

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Habit Making and Breaking
● Habits to Break
● Habits to Make
● Success is a habit. So is failure.
● How to make something a habit (The
Power of Habit & Atomic Habits)
● Reward yourself for the little things
● Focus on Process first when it comes to
habits.
○ Calls vs Demos
○ Scorecards vs Closes.
○ Etc.

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Daily Greatness Checklist
● 15 Min of Gratitude and Visualization
● Move for at least 30 min a day
● 30 min of prep for the next day - Who you’re
calling and why. Have this ready!
● Work in Sprints - 50 on, 10 Off - Pomadoro
● Always assume you have no pipeline and need
to build more.
● If you need to run 10 demos to get a deal
double the number and guarantee yourself a
deal.
● Make somebody else better today.

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Weekly Greatness Checklist
● Practice - at least 3 times (20-
30 repetition)
● Metric Review - Where are you
to goal and why?
● Reach out to 5 potential
mentors.
● Listen to 5 of your calls.
● Decompress - De-stress -
Deliver

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Weekly Greatness Checklist
● Take at least 1 day to really think
about solving a problem.
● Unplug for a full 48 hours.
● Ask your manager/leadership for
feedback.
● Have lunch/drinks with a leader in the
company.
● Read more - at least a book a month.
● Solve one non-work related issue a
month and watch how much better
you become at solving issues at work.

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Side Hustle Life
● Side hustles are a great way to keep
you in the greatness mindset.
● In fact they can make you BETTER at
your day job.
● Now is the time to experiment and
build - It’s harder to do the older you
get.
● #1 Side Hustle? - Your Brand. Build it.
Document your learnings.
● Side Hustle Sundays - My favorite
weekly tradition.

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Student of the Game – Learn More to Earn More
● Read More - Reading 2 books a
month requires just 20 pages a
day.
● Focus on people, not just sales.
● Study great people.
● Conferences - Can be a great way
to improve. Start saving up for 1
now. Pay your way.
● Mentors - What are you
willing/able to do for THEM?

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Practice Makes Profits
● What’s your 4am mentality?
● Why don’t sales reps
practice?
● How Often and How to
actually practice.
● 10,000 hours of
PURPOSEFUL practice.

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How to get ”Lucky” - What to Look for in an Opportunity
● Leadership Questions - What you need
to know about who you’re working for.
● Company Questions - What you need
to know about picking the right
company - hint - Beer on tap isn’t one
of them.
● Opportunity/Role Questions - What
you need to know about the role
before jumping in.
● What you need to know about a
lottery ticket called equity.

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The Unspoken Rules – aka Politics
● Being liked has just as much of
an impact on your career as
results.
● Sometimes even more.
● Establish Relationships with the
right people.
● Make their life easier/better.
● Learn where to fight vs bend.

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Recap
● Greatness is a decision. Decide to be great.
● Greatness starts with self-confidence and
belief.
● Greatness is a consistent series of small
decisions to behave in a way that delivers
success.
● Greatness comes from milestone
attainment. Brick by brick.
● Greatness comes when you put yourself in
the right environment with the right people
where luck is most likely to strike.
● Greatness is habit forming. Work on it.

21. © 2018. SalesLoft. All Rights Reserved.
Recap
● Greatness is a decision. Decide to be great.
● Greatness starts with self-confidence and
belief.
● Greatness is a consistent series of small
decisions to behave in a way that delivers
success.
● Greatness comes from milestone
attainment. Brick by brick.
● Greatness comes when you put yourself in
the right environment with the right people
where luck is most likely to strike.
● Greatness is habit forming. Work on it.
Questions or Comments?

22. Thank You!