"If you don't have time for coaching your reps that's bullshit. You want your reps making more bad calls? Management is hard and caring is hard."

KD, Kevin Dorsey is a force of nature. Nothing will hold him back. He doesn't whine and moan about how tough the economy is, or how he didn't have the chances others did. He's a man of decisive action and enormous compassion.

We discuss the role of the SDR. management and leadership. We discuss the importance of taking personal responsibility, of investing relentlessly in yourself, in study, mentorship, coaching and how there is no excuse for you not to get better in this profession of selling.

KD uses the BPS system to coach his people - behaviour, process and skill to help them become great. We kick the arse out of bad management, team building and culture.

This is a belter of a conversation. Buckle up.