Watch the full Revolt! session on YouTube
At Revolt!, Kevin Dorsey, CRO at LeanScaper, opened by asking the chat what's happening to quota attainment. It's falling, while reps have more tools, more data and more AI than they've ever had.
KD's case is that leaders hand work to AI before they know what good looks like. When his SDR leaders spent one day studying more than 4,000 calls, conversation-to-meeting rate doubled within 60 days. The full recording is below.
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What you’ll learn
The three kinds of AI users, and why depending on it puts you at risk
How to find what your best reps do differently before you write a single prompt
The six D's: diagnose, define, document, demonstrate, drill, deploy
What belongs on a call scorecard, and why reps should read it before the call
How to pick the one metric per rep, team and org that moves revenue
Session Highlights
01:12 - Quota attainment is falling while AI use climbs
02:11 - Deniers, dependers, and the leaders who tell AI what to do
03:49 - If you can't do it well manually, don't use AI for it
04:58 - WGLL: what good looks like
07:23 - 4,000 calls analyzed in one day
08:18 - The 80% is fast, the last 20% takes skill
10:01 - The voice of the customer agents
11:25 - The six D's
15:57 - Call scorecards, and when reps should use them
20:31 - Predicting close rate 30 days out
21:27 - Dollarizing the pain
23:09 - Why AI went external too soon
27:07 - Issue diagnosis checklists
32:48 - The number one metric per rep, team, and org
36:10 - Talk, don't type
37:59 - Q&A: measuring SDRs and what scares him about AI
Key Takeaways
1. Quota keeps falling as AI use climbs
KD sorts sellers and leaders into three groups. Deniers, who he skips. Dependers, who ask AI how to approach an account or write an email. If AI is telling you how to do your job, he says, either you don't know your job or AI can already do it. The group to be in tells AI what to do. His rule: if you can't do something well manually, don't use AI to do it, because you can't judge whether the output is any good.
2. Study your best reps first
He calls it WGLL, what good looks like, pronounced wiggle. Do you know how your best reps run discovery, target accounts, handle objections, follow up and price differently from the rest? Upload 40 calls from one rep and 40 from another and ask AI what separates them. At his last company, his SDR leaders got one day to analyze more than 4,000 calls: the intro, which questions worked, objection handling, how reps asked for the meeting. Within 60 days, conversation-to-meeting rate doubled.
3. Do the work before you deploy
AI gets you 80% of the way fast. The last 20% still takes time and skill, and KD sees a lot of teams shipping at 80%. His fix is the six D's: diagnose why something works, define it, document it, demonstrate it with recorded calls, drill it, then deploy. Drilling used to be capped by manager time, and AI role play removes that cap. His pitch deck skill carries fifty hours of his training. His EVP of media expected AI slop from it and asked how he'd built the scripting so fast.
4. Give reps the scorecard before the call
"Open with rapport, set an agenda" doesn't count as a call scorecard. KD's version lists the seven to 10 things in a rep's control that raise the odds of a good discovery call, with examples of each so AI knows what to look for. He wants reps reading it before and during the call, the way you'd want the answers before a test. Call scores lead metrics and metrics lead results, so when scores climb he can predict close rate will be up 30 days from now.
5. Point AI at your own team first
"Why on earth were the first things we decided to do with AI, AI SDRs?" The industry put AI in front of prospects before using it on its own teams. KD's orgs keep an issue diagnosis checklist metric by metric, from meetings set and ACV to DM connect rate and email response rate, plus a mental health checklist: sleep, breaks, recent changes in behavior. Connect an agent to the CRM, ask why one rep's show rate is low, and it can find calendar invites with nothing about the prospect's problem or meetings booked seven days out. That becomes a coaching plan and an AI role play on that one skill.
"If you do not know how to do it well manually, you should not be using AI to do it."
6. Pick one metric, then talk it out
The leader's job is to name the number one metric for each rep, each team and the org. Try to improve them all and nothing moves. His example: close rate is 27% with a target of 35%, and show rate is 48%. Show rate has the bigger revenue impact, even though close rate gets the attention. AI can break a metric down by trend, channel and cause. "I don't want the data. I want the diamonds in the data." His last tip: talk to AI instead of typing, because you'll describe the problem in far more detail out loud.
If you're enjoying these, reply and tell me what you'd love to learn more about: call scorecards, coaching, AI for sales teams, anything.
Catch you next week,
Jared
P.S. KD shared his voice of the customer agent prompt with the Revolt! audience. You can grab it here. Also, always growing our RevGenius community; you can join here to follow along.
Upcoming events
Revolt! 2026 Demo Day 1
Wednesday, November 4 | 12 PM ET / 9 AM PT
Revolt! covered the ideas. Demo Day shows you the products behind them. ZoomInfo, Airspeed, and TitanX each walk through their product live, with time for your questions in the chat.
Revolt! 2026 Demo Day 2
Thursday, November 5 | 12 PM ET / 9 AM PT
Three more live demos from Goldcast, Syft, and Firmable, focused on turning content into pipeline and finding the accounts worth working.
Know The Buyer, The Tech, The Pitch
Tuesday, November 10 | 3 PM ET / 12 PM PT
Your reps know the buyer's name, title, and company size before the first call. They usually don't know what software that company runs. Chester Thompson (VP Americas) and Alec Van Cleve (Enterprise Sales Manager) of Firmable on closing that gap before the pitch.
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