Sales [UN]Training – Details, episodes & analysis

In this episode of Sales [UN]Training, host Kelly Riggs kicks off the "Dumpster Fire" series by addressing one of the biggest issues in sales training: generic claims. Riggs highlights how generic, unprovable statements like "we have the best quality" or "our service is unbeatable" erode trust and credibility with potential clients. Through his direct and engaging style, Riggs explains why these claims fail and shares a much more effective approach—using real success stories from clients to build authenticity and rapport.

He dives into how social proof, or what he calls "third-party selling," can replace these empty claims with concrete, believable narratives. By teaching salespeople to focus on real customer success stories, Riggs argues that you can differentiate your company, establish trust, and create more meaningful sales interactions. If you’re tired of watching your sales efforts go up in smoke, this episode provides actionable strategies to put out that "dumpster fire" and improve your team’s approach to selling.

This episode is packed with practical advice for salespeople and sales managers alike, encouraging listeners to rethink their approach to customer conversations and leverage real-world examples to boost credibility.

In this episode:

Why clients don’t believe your people's sales claims, and how it backfires

Understanding the concept of social proof and third-party selling

How to effectively leverage success stories in sales conversations

The difference between a generic claim and a compelling story

Next-level sales training: immersing salespeople in customer success

The importance of capturing and using client testimonials in sales training

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining 

Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. 

Get more Kelly: www.BizLockerRoom.com. 

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019. 

Music and Editing by Pod About It Productions 

In this episode of Sales [UN]Training, host Kelly Riggs sits down with Chris Lancaster, VP of Sales for Spectrum Paint, in the second installment of the "Crushing Your Number" series, talking to real people making real sales decisions every day. Chris, with over 25 years of experience in the paint and coatings industry, shares his journey from salesperson to VP, highlighting the challenges and triumphs of managing a large sales team across multiple locations. The conversation delves into the complexities of transitioning from sales to leadership, particularly the difficulty in allowing team members to learn from their failures and the importance of setting clear expectations. Chris emphasizes that while sales success often leads to promotion, the skills required for effective sales management are vastly different. He candidly discusses the struggles with developing a consistent onboarding process and the critical need for clarity in expectations to ensure team success. Whether you're a seasoned sales leader or just starting your management journey, this episode offers invaluable insights into the often-overlooked aspects of sales leadership and training.

Inside this episode...

Chris discusses the challenges of transitioning from salesperson to VP of Sales and the hardest parts of sales management.

The pitfalls of assuming great salespeople make great managers; the importance of letting team members fail and learn.

The struggle of knowing when to trust your team to make decisions and the impact of leadership autonomy.

Chris shares his evolution in thinking and how it took years to get comfortable with letting others lead.

The challenge of managing people: unexpected responses and the difficulty in getting people to think for themselves.

Importance of setting clear expectations and accountability in training new salespeople.

The difficulties sales managers face and the trap of promoting top salespeople into management roles.

This episode is packed with actionable advice for sales leaders and managers, focusing on real-world challenges and strategies for overcoming them.

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining 

Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. 

Get more Kelly: www.BizLockerRoom.com. 

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019. 

Music and Editing by Pod About It Productions @dougbranson

In this compilation episode of Sales [UN]Training, Kelly Riggs shares his best insights into the crucial distinction between sales coaching and sales training, highlighting how effective coaching can be the key differentiator for successful sales organizations. The episode features strategies from industry expert Dave Kurlan, founder of Objective Management Group, who underscores the shortcomings of traditional sales training, which often focuses too heavily on product knowledge rather than understanding customer problems and developing practical selling skills. Kurlan argues that great sales coaching involves continuous, hands-on development and problem-solving, rather than just onboarding and product training.

The episode also features Graham Hawkins, founder of Sales Tribe, who discusses the under-appreciated role of sales coaches and how leaders often misinterpret coaching as merely giving directives. Hawkins and Riggs agree that true coaching requires creating an environment where salespeople can admit their weaknesses and work on them constructively. The conversation touches on the importance of role-playing, real-time practice, and the need for sales leaders to spend more time in the field with their teams. This episode is packed with actionable advice for transforming sales training into a more dynamic, supportive, and effective coaching process. For more insights, visit Objective Management Group and Sales Tribe.

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

Get more Kelly: www.BizLockerRoom.com.

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019.

Music and Editing by Doug Branson and Pod About It Productions

Kelly Riggs sits down with Alex McNaughton, co-founder and co-CEO of Grw AI, to dissect the persistent issues plaguing the sales industry. McNaughton shares his journey from a young salesperson at 19 to an influential leader in the AI-driven sales management space. Together, they explore the staggering statistics revealing that 75% of salespeople are failing to hit their numbers and discuss the systemic causes behind this crisis. The conversation delves into the critical gaps in sales training and management, emphasizing that 95% of sales managers receive no formal training, leading to widespread inefficiencies and high turnover rates.

Alex sheds light on the importance of distinguishing between sales training and coaching, advocating for ongoing, real-time coaching rather than sporadic training sessions. He introduces Grw AI’s innovative approach, which utilizes AI to provide sales managers with tailored insights and support, enabling them to better manage and coach their teams. Kelly and Alex also address the flawed practice of promoting top salespeople into management roles without adequate preparation, highlighting the need for more discerning hiring practices and better training for aspiring sales leaders. This episode is packed with practical advice and forward-thinking strategies, making it a must-listen for anyone looking to improve their sales team’s performance and management efficiency.

Find out more about Alex McNaughton and Grw AI at grw.ai, and follow Alex on LinkedIn. Also, subscribe to his newsletter, The R Word, for more insights on revenue generation.

• Alex McNaughton’s Background: From starting in sales at 19 to co-founding GRW AI, and leading a sales consultancy and recruitment company.

• Systemic Issues in Sales: High failure rates among salespeople and sales managers, with root causes traced back to inadequate sales management training and lack of ongoing coaching.

• Distinguishing Sales Training from Coaching: Emphasizing the need for continuous, real-time coaching rather than infrequent training sessions.

• Flaws in Promoting Top Salespeople to Management: Discussing the common practice and its pitfalls, including lack of preparation and different skill sets required for sales leadership.

• GRW AI’s Innovative Approach: Utilizing AI to provide sales managers with insights and support, enabling them to better coach and manage their teams, thereby improving overall sales performance.

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

Get more Kelly: www.BizLockerRoom.com.

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019.

Music and Editing by Doug Branson and Pod About It Productions

In this episode of Sales [UN]Training, host Kelly Riggs tackles the challenging question: Can salespeople truly be trained? Kelly confronts the widespread belief that great salespeople are simply born, not made, by highlighting the critical role of mindset in successful sales training. Drawing on his extensive experience and research, Kelly argues that without the right mindset, even the best training programs will fall short. He compares the complexities of selling to martial arts and language learning, emphasizing the importance of consistent practice, emotional intelligence, and understanding customer motivations.

Kelly also explores essential factors that determine the success of sales training, such as the salesperson's desire, discipline, and grit. By referencing Angela Duckworth's concept of "grit," he underscores the importance of passion and perseverance in achieving sales success. Throughout the episode, Kelly provides actionable insights and strategies for transforming traditional sales training approaches to make them more effective. Whether you're a seasoned sales leader or a new salesperson, this episode offers valuable lessons on how to change your mindset and enhance your sales training and performance.

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

Get more Kelly: www.BizLockerRoom.com.

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019.

Music and Editing by Doug Branson and Pod About It Productions

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

Get more Kelly: www.BizLockerRoom.com.

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019.

Music and Editing by Doug Branson and Pod About It Productions

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

Get more Kelly: www.BizLockerRoom.com.

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019.

Music and Editing by Doug Branson and Pod About It Productions

In this special compilation episode of Sales [UN]Training, host Kelly Riggs presents “The Prospecting Playbook,” featuring seven of his best insights on the art of prospecting. Kelly dives deep into why prospecting is essential for sales success, addressing common pitfalls like mindset, structural issues, and targeting strategies. He emphasizes the importance of going beyond small opportunities and stresses personalized outreach as a crucial component for effective prospecting. Kelly also shares real-world examples and actionable advice on how to assess and improve individual sales performance.

Listeners will also hear from industry experts like Lee Salz and David Brock, who provide additional perspectives on modern prospecting techniques. Lee highlights the ongoing relevance of prospecting, backed by research showing that 80% of executives are open to meetings initiated through personalized outreach. David Brock discusses the value of understanding customer needs through informational interviews before pitching solutions. This episode is packed with practical strategies and real-life examples, making it a must-listen for anyone looking to refine their prospecting skills and drive sales growth. Tune in to learn how to create a detailed, actionable plan to fill your sales funnel and hit your targets.

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

Get more Kelly: www.BizLockerRoom.com.

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019. Music and Editing by @dougbranson and Pod About It Productions #sales #selling #salestraining

Today on Sales [UN]training, Kelly describes one of the easiest ways to create a high performing team - culture. He demystifies the creation of a great sales team with three key steps and explains the critical role of culture in determining organizational success and the common misconceptions about it. Through practical examples, he illustrates how consistent standards, clear expectations, and rigorous practice like role play are essential for building a top-notch sales team, and the importance of purpose and clarity in achieving outstanding results. 

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

Get more Kelly: www.BizLockerRoom.com.

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019.

Music and Editing by Doug Branson and Pod About It Productions

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

Get more Kelly: www.BizLockerRoom.com.

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019.

Music and Editing by Doug Branson and Pod About It Productions