August 30, 2025 | Read online
Stop Chasing Results. Fix What Causes Them.
by Kevin 'KD' Dorsey
Most VPs of Sales are out here fighting ghosts.
They see “missed revenue” on the board and start swinging - hire more heads, crank more dials, raise quotas.
But results are already in the past. You can’t change them.
The only thing you can change are the behaviors, processes, and skills that caused them.
That’s the BIPSY way.
Lesson 1: Quotas Without Math = Revolt
Leaders love to set shiny big numbers.
$200k quota? Cool. Deal size $10k, close rate 20%? That means reps need 100 opps each just to get even. Do you have that much pipeline? If not, you’re building quotas on vibes, not math.
👉 Rule: Every quota should have a mathematical path - ACV × close rate × pipeline volume. If you can’t show the path, the quota’s broken.
Lesson 2: Sales is a Numbers Game (and That’s Good)
Forget the “quality over quantity” myth. Quality needs quantity.
But behind every number is a behavior, process, or skill.
Low close rate? Maybe the rep skips DMs. Maybe follow-up sucks. Maybe the pitch is off.
Metrics don’t just show what’s wrong. They show you where to look.
Lesson 3: Accountability is Earned, Not Forced
Too many leaders think accountability means micromanaging.
Real accountability is when reps take responsibility - when they run the issue diagnosis, fill out their own 1:1 prep, and track their own metrics.
As a leader: stop telling them what to do. Start showing them the “how” and building a culture where peers hold each other to the standard. That’s when accountability sticks.
Lesson 4: The Demo/Discovery Feedback Loop
Quotas fall apart when discovery is weak.
Reps skip the hard questions, then run the same demo every time.
World-class sellers loop everything back: “You said forecasting delays are killing you - here’s how this dashboard fixes that.”
👉 Close rate goes up. Pipeline needs go down. Quota becomes achievable.
How to Apply (Leader’s Checklist)
- Stress test every quota with math before rollout.
- Diagnose metrics, not results (e.g. close rate, ACV, pass-through).
- Build a rep-owned issue diagnosis checklist.
- Teach accountability by enabling self-reporting + peer pressure.
- Audit discovery & demo alignment quarterly.
Conclusion
Sales leadership isn’t about yelling, “hit the number.”
It’s about creating the conditions where hitting the number is inevitable.
The best leaders don’t chase results. They fix what causes them.
KD
| How did you like this newsletter? |
|
|
|
|
|
