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Give your SDR leaders one day to have AI compare your best SDRs' calls with everyone else's, then hand SDRs the scorecard before they dial
Picked and checked by Olga Pearson, SalesUpLevel
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Reported by Kevin Dorsey at RevGenius's Revolt! (Oct 24, 2026): at his previous company, his SDR leaders used AI to analyze more than 4,000 calls in one day, and within 60 days the conversation-to-meeting rate doubled.
Before you hand any sales work to AI, find out what your best sellers actually do differently. Kevin Dorsey calls it WGLL, what good looks like, and says it is where AI should start.
His example: upload 40 calls from one seller and 40 from another and ask what the better seller does differently. At his last company he gave his SDR leaders one day to go through more than 4,000 calls: what worked or failed in the intro, which questions worked, what the best SDRs did on objections, and how they asked for the meeting. Within 60 days the conversation-to-meeting rate doubled. He then turns what good looks like into a call scorecard: the 7 to 10 things in a seller's control that raise the odds of a good call, each with examples so the AI knows what to look for. SDRs read it before and during calls, and AI role play drills the weak spots.
By Kevin Dorsey (KD), at RevGenius's Revolt!, CRO, LeanScaper (per the RevGenius session recap) · Talk (RevGenius Revolt! session on YouTube; recap in the Revenue Creator newsletter) ↗ · Oct 24, 2026
Run it before your 10am
- Pick your best SDR by meetings booked per conversation, plus one or two SDRs from the middle.
- Export about 40 call transcripts from each.
- Ask AI what the best SDR does differently on the intro, the questions, objections and the meeting ask, with quotes.
- Give your SDR leaders one day to run this across all your calls and agree on what good looks like.
- Turn it into a scorecard of 7 to 10 things a seller controls, each with examples, and have SDRs read it before they dial.
- Drill the weakest item with AI role play, and track conversation-to-meeting rate for 60 days.
Below are 40 call transcripts from [best SDR] and 40 from [other SDR]. All are cold calls to [persona]. Compare them on: 1) the intro, 2) which questions they ask and how the prospect responds, 3) how they handle each objection, 4) how they ask for the meeting. For each, tell me what [best SDR] does differently, quote two moments, and say how often it happens in each set. Then write a scorecard of 7 to 10 things a seller controls on these calls, with one good and one bad example of each.
If you lead a team
- Put the scorecard in front of SDRs before calls, not only in reviews after.
- Pick one metric per seller and drill that skill with AI role play.
Watch out for
- One leader's account from a talk. He does not name the company or give the starting rate.
- "Doubled within 60 days" covers everything that changed in those 60 days, not only the analysis.
- His own rule: if you can't do it well by hand, don't use AI for it. A manager should check the findings against real calls.
- Recording and uploading calls needs consent rules in each place you sell.
- What I'd have my team try first: one afternoon, 40 calls from your best SDR against 40 from a middle SDR, and one change to next week's call script.
Source: Kevin Dorsey's session 'How Sales Leaders Should Use AI: Call Scorecards, Coaching and Metrics' at Revolt! (RevGenius YouTube, Oct 24, 2026); the 4,000-call story is at about 7:20 in the video. Recap by Jared Robin in the Revenue Creator newsletter, Oct 24, 2026. Results are as reported by him; we did not measure them.
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