Sales Checklist Manifesto The DID I Checklist
The document is a comprehensive, step‑by‑step manifesto created by Kevin “KD” Dorsey (Inside Sales Excellence) that outlines a 90‑day, checklist‑driven system for salespeople to double quota and commissions. It blends personal well‑being practices (self‑care, gratitude, exercise, sleep, mental health, joy) with rigorous sales process habits (goal setting, 3‑by‑3 daily/weekly/monthly actions, daily planning, call‑list preparation, calendar blocking). It then walks through the full prospecting‑to‑close pipeline: activity metrics, lead volume, cadence design, omnichannel outreach, personalized messaging, research formula (KDFIC), discovery questioning, demo structure (problem‑first, value‑focused, education‑demonstrate‑buy‑in), follow‑up tactics (problem‑centric emails, video, proposals), discount strategy, decision‑maker mapping, creative closing, referral generation, champion support, team collaboration, and continuous improvement (role‑play, call review, reading, teaching). Throughout, Dorsey stresses ownership, mindset, and measurable scorecards, providing templates, formulas, and resource links. The manifesto ends with a personal note about Dorsey’s background and ways to connect.
Topics
Self‑Care Foundations for Sales Performance
Daily practices of gratitude, exercise, sleep, mental‑health activities, and joy‑building to boost mood and energy.
90‑Day Goal‑Setting and 3×3 Action Framework
Establishing clear, measurable monthly goals and non‑negotiable daily, weekly, monthly "3×3" tasks that drive 80/20 results.
Pre‑Day Planning and Call‑List Preparation
Evening review, building a 40‑50‑lead call list with notes, and blocking 30 minutes for next‑day planning.