August 16, 2025 | Read online
Stop Chasing Results. Start Engineering Them
by Kevin 'KD' Dorsey
(…and yes, we’ve also got something fun for you at the end)
Here’s the trap most sales leaders fall into: They obsess over results. Revenue. Quota attainment. Pipeline coverage.
The problem? Results are already in the past. You can’t change them. You can only change what causes them.
The $1B Leader’s Shift: From “What” to “Why” to “How”
The BIPSY methodology flips the script:
- Results – The “what” you want.
- Metrics – The leading indicators tied to that result.
- Diagnosis – Pinpoint the real problem behind the metric.
- Prescription – Build the “how” with the rep, not for them.
- Accountability – Create a culture of responsibility, not micromanagement.
- Leadership Development – Make managers micro-aware, not micromanagers.
Example:
Result: Increase revenue.
Metric: Close rate.
Diagnosis: Follow-up gaps → too many deals going stale.
Prescription: Weekly follow-up blocks, checklist for pipeline review.
Now, you’re solving the cause, not yelling about the number.
Math Over Myth: Setting Quotas That Don’t Break Your Team
If you can’t mathematically show a path to quota, you’re setting your team up to fail.
That means calculating:
- Required deals based on ACV and close rate.
- Opportunities needed based on conversion percentages.
- Pipeline coverage needed to hit the revenue target.
🎯 Rule of 4: Base quotas on no more than four factors within the rep’s control.
Leaders who skip this math? They guarantee missed numbers, burnt-out reps, and higher turnover.
The Discovery–Demo–Close Loop
The rest of the sales process hangs on one truth: most deals are won or lost in discovery.
Get the prospect to agree:
- A problem exists.
- It’s costing them now.
- Something must change.
Then, in the demo, your goal isn’t “show the product” - it’s make them want it.
Connect every feature back to their words. Loop it until they are finishing your sentences.
Finally, closing isn’t a one-time event. It’s an agreement to next steps, every call, with a timeline.
SPOTLIGHT: COLD CALL BATTLE ROYALE - EPISODE 3
Top reps don’t crack — even when the prospect is an AI bot trained to reject every pitch.
And it’s time once again to put them through the grinder.
🔥 Episode 3 of the JustCall Cold Call Battle Royale is back!
The premiere cold calling battle features top sellers, expert coaches, and the toughest prospect to ever say “Hello, and make it fast.”
We’re turning up the heat as the sellers pitch it out while my good friend Deren Rehr-Davis (Head of Sales at JustCall) and I scrutinize their every move.
💥 Expect:
- Innovative cold calling strategies
- Real-time feedback from seasoned pros
- Lessons worth their weight in gold
📅 Don’t miss it → register here
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How to Apply This Week
- Pick one rep. One metric.
Which, if improved, would most move their number?
- Run the “result behind the result” drill.
Ask “what’s behind that?” until you hit the root cause.
- Build the prescription together.
Days, times, actions, checklists.
- Math-check your team’s path to quota.
If the numbers don’t work on paper, they won’t work in the field.
- Audit your last 3 demos.
How many times did you loop back to their words? If it’s under 5, fix it.
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