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

In this episode of  Sales [UN]Training, Kelly Riggs is talking about language. Why is there a disconnect that happens so often between salespeople and a buyer?  Kelly puts it simply. The majority of salespeople are taught the language of product, not the language of the customer. Drawing parallels between communicating in a foreign country and effective sales strategies, he argues for a customer immersion approach. This method involves understanding and speaking the language of business to better relate to customers' needs, and challenges, ultimately leading to more successful sales outcomes. He also gives some practical tips for sales training and the importance of aligning sales language with customers' daily challenges.

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, Kelly Riggs reveals the most important thing in sales. The most important thing is opportunity, and what is the one thing that creates opportunity? Yeah, you might not like the answer, but prospecting is the key to creating that most important thing, because it turns leads into opportunities.  And yes it may be a bit of a dirty word, because it's often the most laborious part of a seller's job. But three-quarters of salespeople fail due to lack of high-quality, qualified opportunities. Kelly also discusses the weaknesses of sales training, the 80/20 rule, balancing good service with good sense, gives a strategic approach to trade shows that can make them a goldmine for lead generation, and introduces the Objective Management Group's sales candidate assessment tool to improve hiring processes.

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 will be back next week with Part 2 in his series Crush Your Number, talking with real salespeople about real sales problems. Until then, enjoy one of our most popular episodes on training salespeople to be believable. Is it even possible?

In this episode of Sales [UN]Training, Kelly examines critical issue of trust in sales, exploring why salespeople are often not believed by prospects. Riggs highlights alarming statistics showing that salespeople are trusted as little as lawyers and politicians, raising the question of whether traditional sales training is to blame. He critiques the common sales approach where representatives immediately boast about their products and services, which makes them indistinguishable from each other and therefore not credible.

Riggs suggests that to gain trust, salespeople need to avoid generic claims and instead provide concrete, specific data and real-world examples that clearly differentiate their offerings. Riggs further explains that sales training often focuses too heavily on product knowledge rather than on teaching salespeople how to genuinely connect with prospects. He underscores the importance of presenting oneself as a professional consultant who understands the client’s business and can offer tangible solutions. This approach not only sets salespeople apart but also helps in building a trustworthy relationship with potential clients. Riggs advises that companies should rethink their sales training strategies to emphasize believability and specific, verifiable claims, rather than the usual, repetitive sales pitches that prospects have come to distrust.

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

On today's episode, Kelly is here to make it clear that sales is indeed a competition, and there are no second place trophies. But fear not, he has four foundational principles to implement inorder to play at the top of the sales game. He gets into strategies for developing a winning sales team, the importance of continuous training, and the necessity of fostering a high-performance culture. Kelly advises on why and how to remove underperformers and set clear expectations to transform salespeople into competitors, all aimed at enhancing sales effectiveness

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, Kelly Riggs get to the root cause of many sales problems and it all comes back to people. The systemic issues plaguing sales teams often comes down lackadaisical approach to hiring and the prevalence of mediocrity in sales. Finding the right people is HARD, making coaching your B and C players to A level work is more critical than ever!

He stresses the necessity of adopting a more rigorous and strategic hiring process to consistently onboard high-caliber talent. He underscores the critical role of sales leaders in coaching and developing their teams, asserting that top-performing salespeople thrive under competent leadership. Riggs concludes with a call to action for sales leaders to reevaluate their hiring and coaching practices, thereby transforming their teams and alleviating the persistent "headache" of underperformance.

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 a pervasive issue in sales management: the lack of active, on-the-field engagement between sales leaders and their teams. Riggs emphasizes the critical need for sales managers to step away from their desks and directly participate in sales calls with their representatives. He reminisces about his early days in sales management, highlighting the importance of "ride-alongs," where managers would accompany salespeople on client visits to observe and coach in real-time. Riggs argues that these face-to-face interactions are essential for understanding the realities of the sales process and for providing meaningful, situational coaching.

Riggs expands on the theme by discussing the concept of "curbside coaching," where managers and salespeople debrief immediately after client meetings to analyze what went well and identify areas for improvement. He stresses that sales coaching should be an ongoing, interactive process that helps salespeople refine their strategies and tactics based on actual experiences rather than assumptions. Through anecdotes and personal experiences, Riggs illustrates how active engagement helps uncover the truth behind sales performance, revealing that what is often reported in CRM systems or sales meetings may not fully capture the on-ground realities. The episode concludes with a strong call to action for sales leaders to be more involved in the field, ensuring they provide the hands-on guidance and support necessary for their teams to succeed.

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 welcomes renowned sales expert Mike Weinberg, author of several influential sales books including "The First Time Manager: Sales." The episode centers around the critical theme of accountability in sales, a topic that resonates deeply with sales managers and teams. Mike Weinberg emphasizes the pivotal role of accountability in sales success and dismantles common misconceptions around it.

The discussion begins with a focus on the challenges faced by first-time sales managers, particularly in establishing a culture of accountability. Weinberg shares his experiences and insights from his book, stressing that accountability must start with the manager before it can be expected from the sales team. He argues that sales is inherently results-driven, and without a clear focus on goals and outcomes, a high-performance sales culture cannot be cultivated.

The conversation then shifts to the practicalities of implementing accountability, with Weinberg advocating for regular, focused one-on-one meetings. These meetings, he suggests, should not be lengthy or convoluted but rather focused on factual data review and pipeline health. This approach encourages salespeople to take ownership of their performance and results.

Kelly and Mike emphasize the difference between being a top salesperson and an effective sales leader. They conclude that transitioning from individual sales success to leading a team requires a significant mindset shift, with a focus on coaching and developing others rather than continuing as a 'super doer.'

In this episode...

4:40 - Focus on RESULTS rather than effort

9:00 - Mike confornts a manager who doesn't confront his underperformers.

12:00 - How you can hold your team accountable in ONE meeting per month

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, hosted by Kelly Riggs, the spotlight is on the crucial role of coaching in sales leadership. Kelly begins by sharing a startling statistic: only about one in ten sales leaders consistently engage in coaching, despite clear evidence that it significantly enhances team performance. He challenges the conventional understanding of coaching, emphasizing that it extends beyond mere training to involve behavioral change and skill development. Through a detailed exploration of the differences between training and coaching, Kelly underscores the necessity of consistent, hands-on guidance in molding effective sales strategies and behaviors.

Kelly reveals 2 crystal clear clues that your coaching is ineffective and tells you how to fix it. Through practical examples and data-backed arguments, Kelly paints a vivid picture of what true coaching should encompass, urging sales leaders to adopt a more structured, skill-oriented approach to improve their teams' 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, Kelly Riggs hosts Michael Lang, the founder of SG Partners, to dive deep into the intricacies of hiring salespeople and the common pitfalls that sales leaders encounter in the recruitment process. The discussion kicks off with a reflection on how sales organizations often miss the mark by not setting clear expectations during the hiring phase, leading to a high turnover rate. Lang shares insights from his 16 years of experience in helping sales and leadership teams enhance their effectiveness, emphasizing the importance of strategic hiring, clear communication, and the development of a bulletproof sales process. He argues that success in sales recruitment is not just about finding candidates with the right skills but also about ensuring they align with the company's culture and sales strategy.

Lang highlights common hiring mistakes, such as prioritizing industry knowledge over sales capability and the failure to develop clear criteria for assessing candidates. This episode offers valuable perspectives for sales leaders aiming to reduce turnover and build a more effective sales force, making it a must-listen for anyone involved in sales leadership or recruitment.

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 welcomes Lee Salz, a sales management strategist and author, to delve into the critical importance of sales differentiation. The discussion begins with a provocative question about the inherent value of products and services in a competitive market, setting the stage for a deep dive into why and how sales professionals should differentiate themselves and their offerings. Salz shares insights from his books, focusing on strategies to win more deals at desirable prices by standing out in a crowded marketplace. Riggs and Salz challenge conventional sales training methods, advocating for a strategic approach that prioritizes understanding and communicating unique value propositions over generic sales pitches.

Salz emphasizes the necessity of executive involvement in defining and articulating differentiation strategies, highlighting the common pitfalls of relying on salespeople to 'figure it out.' The conversation covers the nuances of language in sales, the ineffective use of terms like "best" and "help," and the importance of personalization in prospecting. Salz introduces the concept of the "Sales Crime Theory," a novel approach to identifying and targeting potential customers based on specific, evidence-based criteria. This episode is a must-listen for sales professionals looking to elevate their approach, offering practical advice, humorous anecdotes, and a compelling argument for rethinking sales training and strategy.

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

In this episode of Sales [UN]Training, host Kelly Riggs delves into the critical importance of having a detailed plan for sales success, starting with a notable quote by Yogi Berra: "If you don't know where you're going, you might wind up someplace else." Kelly emphasizes the surprising fact that many salespeople lack a concrete strategy to meet their revenue goals, sharing insights from his extensive experience. Through engaging stories and practical examples, he highlights the pitfalls of not strategizing and the misconception that hard work and product knowledge alone can lead to success.

Kelly further explores the necessity for sales teams to recognize the gap between their current performance and their targets. He advocates for a systematic approach to planning, including setting clear objectives, understanding customer value, and effectively managing sales funnels. He challenges listeners to distinguish between mere objectives and actionable plans, stressing that recognizing and closing the 'delta' is crucial. The episode encourages sales professionals and managers to adopt a disciplined, data-driven approach to selling, aligning efforts with achieving revenue goals. Kelly's advice on actionable strategies to bridge performance gaps is invaluable for those looking to improve their sales outcomes.

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

In this episode of the Sales [UN]Training podcast, host Kelly Riggs welcomes Kevin Gaither, a seasoned sales leader and former VP of Sales at ZipRecruiter, to tackle the critical role of leadership in sales performance. They dive into why sales training often fails and how the responsibility for a team's success falls squarely on the shoulders of sales leadership. Gaither shares insights from his vast experience, emphasizing the importance of accountability, the dangers of blaming the economy for sales shortfalls, and the transformative power of adopting new sales methodologies and team structures in response to market shifts.

The discussion further explores the significance of managing inputs rather than outputs to drive sales team success. Gaither critiques common sales leadership practices, advocating for a focus on creating a sustainable team through repeatable and manageable inputs. He also shares candid lessons learned from his tenure at ZipRecruiter, including the pitfalls of a laissez-faire management style that led to inconsistent team performance. The episode is a deep dive into the essence of sales leadership, offering valuable strategies for sales leaders aiming to elevate their teams and drive exceptional 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 @dougbranson and Pod About It Productions

In this episode of Sales [UN]Training, host Kelly Riggs discusses how to "play the long game" in sales relationships, a crucial yet often neglected aspect of effective selling. Kelly emphasizes the importance of nurturing long-term relationships with potential clients, even when immediate sales are not on the horizon. He challenges the traditional notions of relationship-building in sales, urging salespeople to move beyond superficial interactions and instead focus on consistently providing value and authenticity. Kelly illustrates how real relationships, built on trust and consistent, meaningful engagement, can position salespeople at the forefront when opportunities arise, rather than scrambling to catch up after an RFP is released.

Kelly also stresses the importance of training sales teams to understand and implement these long-term strategies. He debunks common myths about relationships in sales, pointing out that rapport alone doesn't equal a relationship, and that authenticity is key to earning trust and business over time. Kelly closes the episode by encouraging sales leaders to rethink their approach to training, ensuring their teams are equipped to play the long game effectively. Whether you're a seasoned sales professional or just starting, this episode offers valuable insights into the art of strategic, relationship-driven selling.

Show Notes

How do you nurture long-term opportunities?

Misconceptions about relationships in sales; true relationships go beyond superficial interactions.

Importance of having real relationships before opportunities arise.

Distinguishing between rapport and real relationships

Consistency as the foundation of trust and relationships

The importance of being both visible and valuable in every interaction.

Practical advice on how to build value over time in sales calls.

The necessity of balancing short-term and long-term sales strategies.

The real role of relationships in sales 

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 episode of Sales [UN]Training Kelly challenges traditional sales training methods, highlighting the importance of understanding customer needs before diving into product details. He emphasizes a customer-centric approach, where understanding the client's industry and challenges is key to offering relevant solutions. It's time for a paradigm shift in sales training, moving away from product-focused strategies to methods that foster meaningful relationships and effective problem-solving, aiming to change the negative perception of sales roles and improve sales effectiveness through genuine client engagement.

1:55 - The Reason Our Profession is Hated By So Many

6:24 - Why do so many training programs START with the wrong thing?

14:43 - Don't use "solutions" as a substitue for "product"

18:19 - Immerse your team in experience before product

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's sales industry faces significant challenges, chief among them being high turnover rates and a concerning trend of low quota attainment. A closer look at these issues reveals a deeper problem – a widespread deficiency in structured sales management and coaching. This gap in professional development is often overlooked, yet it has profound implications on the performance and retention of sales teams.

Can technology, specifically advances in artificial intelligence, help sales teams close these gaps? 

In this insightful episode of "Sales [UN]Training," host Kelly Riggs welcomes special guest Alex McNaughten, Founder & Co-CEO of Grw AI. The episode starts with a critical discussion on the persistent issues plaguing the sales industry - notably, the high turnover rates and low quota attainment among salespeople. McNaughten, with his extensive experience in sales and as a founder of multiple companies, offers an in-depth analysis of these challenges. He pinpoints the lack of proper sales management and coaching as key factors contributing to these systemic issues. McNaughten emphasizes that an overwhelming majority of sales managers receive no formal training in sales management, and a significant portion of sales teams lack regular sales coaching.

The episode then shifts to the role of technology in enhancing sales management. McNaughten introduces Grow AI, a tool designed to assist sales leaders in managing their teams more effectively. He explains how Grow AI's AI performance coach, Taylor, helps conduct weekly conversational one-on-ones with sales team members, providing insights and coaching feedback.

For those interested in exploring further, McNaughten can be found on LinkedIn and through his newsletter, The R Word, and the RevUp Sales Podcast. Visit Grw AI at www.grw.ai for more information on the technology discussed in the episode.

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

When a top sales performer is elevated to a leadership role, the transition can often be turbulent and fraught with unexpected challenges. This scenario, common in the sales industry, reveals a critical oversight: the assumption that success in sales seamlessly translates to effective leadership. This belief overlooks the distinct skill sets required for leading a team, a theme that resonates deeply within the sales community.

In the latest episode of the Sales [UN]Training podcast, host Kelly Riggs delves into a topic that resonates deeply within the sales community: the precarious journey of transitioning top sales performers into leadership roles. Kelly lays out why this is such a challenge and what you can do to make sure your next hire doesn't have to be your next fire. 

The journey from a star salesperson to a successful leader is not straightforward. It requires more than just a stellar sales record; it demands emotional intelligence, the ability to influence, and, most importantly, the skill to nurture and develop others. Often, the attributes that make someone a great salesperson – like individual competitiveness and a focus on personal targets – do not necessarily align with the qualities needed in a leader, such as empathy, coaching ability, and a focus on team development.

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

In this thought-provoking episode of Sales [UN]Training, host Kelly Riggs delves into the contentious topic of role play in sales training. Riggs challenges the common aversion to role play, arguing that its unpopularity stems not from the concept itself but from ineffective implementation.

He emphasizes that role play, when done correctly, is an essential tool for skill development, allowing salespeople to refine their techniques in a controlled environment before interacting with customers.

Kelly shares practical insights on how to reframe and conduct role play effectively. He advocates for renaming it to "skills practice" to avoid negative connotations and focuses on creating realistic scenarios that mirror actual sales situations. Riggs underscores the importance of practice in honing sales skills, noting that without it, salespeople are essentially practicing on their customers, often with suboptimal results. 

In this episode

3:21 - If your people are practicing on your customers here's what's REALLY happening

6:56 - The pressure to perform distracts from the practice itself

10:20 - If they do it in role play, they will do it front of a customer

13:00 - 3 things to do when setting up role play so that you can actually get tangible, observable benefits from the process?

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

In this episode of Sales [UN]Training, host Kelly Riggs engages in a thought-provoking conversation with Paul Fuller, CRO of Membrain. Fuller brings a wealth of experience from founding and leading successful growth organizations and has a deep understanding of B2B sales dynamics. The episode dives into the systemic issues plaguing traditional sales training, advocating for a more holistic approach that goes beyond mere checklists of skills and product knowledge.

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

Fuller emphasizes the importance of a three-pronged strategy in sales organizations, comprising talent, transformation, and technology. He argues that simply having a CRM system isn't enough; it's about empowering salespeople through the right training, processes, and technological tools. Fuller's insight into building sales teams focuses on creating leaders who can sell, rather than just driving sales behaviors. This approach, he suggests, fosters leadership, service, and wayfinding skills, integral to sales success. The conversation also touches on the pitfalls of episodic, disconnected sales training, highlighting the need for continual learning and coaching aligned with a clear 'why.'

Get more Kelly: www.BizLockerRoom.com.

Riggs and Fuller explore the critical role of sales leaders in reinforcing training and establishing a culture of continuous development. They conclude with Fuller's three key tips for transforming sales training: focusing on leadership development, ensuring constancy in training efforts, and reinforcing learning through integrated technology. The episode is a treasure trove of insights for anyone looking to revamp their sales training methodologies and build high-performing sales teams.

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. 

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 welcomes special guest Dave Kurlan, the legendary author of "Baseline Selling" and founder of Objective Management Group. The discussion revolves around the holy grail of selling: creating predictability and consistency in sales teams. Kurlan emphasizes the importance of having salespeople with strong desire and commitment, noting that this is crucial for consistency and discipline in sales. He highlights that only 57% of all salespeople exhibit strong commitment, a factor directly correlating with sales success. Kurlan and Riggs explore how desire and commitment, coupled with a robust sales process, are fundamental to achieving sales excellence.

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

The conversation delves deeper into the intricacies of a successful sales process. Kurlan asserts that a sales process must be grounded in time-tested methods that build upon themselves to yield the right outcomes. They discuss the critical role of discovery in the sales process, stressing the need to uncover a prospect's compelling reasons to buy. Kurlan shares a compelling study involving different groups of salespeople, demonstrating how those with the highest desire and commitment significantly outperformed others. This episode is a treasure trove of insights for sales leaders seeking to foster predictability and consistency in their teams.

Get more Kelly: www.BizLockerRoom.com.

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. 

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

Happy Holidays! Enjoy this episode that originally aired in August of 2023. We'll be back with new episodes beginning January 8th!

Have you ever wondered why people seem to dislike salespeople so much? In this episode of Sales [UN]training, host Kelly Riggs digs into this question with Jeff Bloomfield, author of Neuroselling. They discuss how traditional sales training focuses too much on arming sales reps with facts, figures, and benefits while ignoring the human factor. This leads to sales conversations that feel manipulative rather than relationship-driven.

Jeff explains how the brain's biology contributes to change resistance and fear of risk, making prospects instinctively want to cling to the status quo. He shares insights on how to structure sales conversations in a way that resonates emotionally first before logically justifying with data. Kelly and Jeff also talk about how sales reps must shift to a mindset of serving the customer's needs rather than pushing their own agenda. If you want to understand the science behind more effective selling, don't miss this engaging discussion.

Most salespeople inadvertently show up and communicate in a way that refutes relationships. (1:22)

Why do people hate salespeople? (4:43)

"The order matters" the biology behind why people buy (6:54)

People buy emotionally and justify logically. (9:57)

The biology of change and change resistance. (13:59)

What is the quantifiable risk of change? (17:17)

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.

In this episode of "Sales [UN]Training," host Kelly Riggs welcomes renowned sales expert Mike Weinberg, author of several influential sales books including "The First Time Manager: Sales." The episode centers around the critical theme of accountability in sales, a topic that resonates deeply with sales managers and teams. Mike Weinberg emphasizes the pivotal role of accountability in sales success and dismantles common misconceptions around it.

The discussion begins with a focus on the challenges faced by first-time sales managers, particularly in establishing a culture of accountability. Weinberg shares his experiences and insights from his book, stressing that accountability must start with the manager before it can be expected from the sales team. He argues that sales is inherently results-driven, and without a clear focus on goals and outcomes, a high-performance sales culture cannot be cultivated.

The conversation then shifts to the practicalities of implementing accountability, with Weinberg advocating for regular, focused one-on-one meetings. These meetings, he suggests, should not be lengthy or convoluted but rather focused on factual data review and pipeline health. This approach encourages salespeople to take ownership of their performance and results.

Kelly and Mike emphasize the difference between being a top salesperson and an effective sales leader. They conclude that transitioning from individual sales success to leading a team requires a significant mindset shift, with a focus on coaching and developing others rather than continuing as a 'super doer.'

In this episode...

4:40 - Focus on RESULTS rather than effort

9:00 - Mike confornts a manager who doesn't confront his underperformers.

12:00 - How you can hold your team accountable in ONE meeting per month

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 final installment of the three-part series "When Sales Leaders Are the Weak Link in Sales," Kelly Riggs reveals the 2 big blunders newly promoted sales leaders typically make and how to fix them. The episode begins with Kelly acknowledging a critical issue: sales leaders often ascend to their positions due to their prowess in sales, not necessarily for their leadership or managerial skills. He identifies two major blunders that new sales leaders commonly make, which can severely impact their team's performance.

The first blunder is when sales leaders, due to their success in sales, step in and close deals themselves instead of coaching their team to do so. Kelly shares personal experiences and insights on this tendency, highlighting how this approach limits the team's development and overall productivity. He emphasizes the importance of understanding the role shift from being a top salesperson to a leader who needs to develop and empower their team.

The second blunder addresses sales leaders who over-correct and lean too heavily into management, getting lost in spreadsheets, budgets, and CRM systems. Here, Kelly warns against losing sight of the primary goal of a sales leader: developing effective salespeople. He suggests that sales leaders need to strike a balance between managing and coaching their team, focusing on developing their skills and performance.

Throughout the episode, Kelly offers practical advice for overcoming these challenges. He advocates for clear communication of role expectations, proper training in leadership skills, and the need for mentorship and coaching for new sales leaders. Kelly's insights provide valuable guidance for anyone stepping into a sales leadership role or looking to improve their existing leadership skills.

• 4:15 - Discussion on the first major blunder: stepping in to close deals instead of coaching the sales team.
• 7:00 - Analysis of the second major blunder: overly focusing on management tasks at the expense of sales team development.
• 12:51 - 3 Strategies to fix a weak sales leader

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 Kelly Riggs discusses into the critical role of sales leaders play in quickly getting new salespeople up to speed. He highlights three key areas where sales leaders often fall short, impacting the overall effectiveness of sales training and onboarding processes. He emphasizes the importance of a detailed onboarding process, teaching new salespeople to ask insightful questions, and sharing success stories to provide context and inspiration.

Without a structured approach to onboarding, sales leaders risk leaving success to chance. He stresses that sales training should go beyond basic product knowledge, focusing on integrating products into real-world contexts and teaching salespeople to engage in meaningful dialogues with prospects. Riggs also points out a common oversight in sales training - the lack of sharing success stories - which can be a powerful tool for new salespeople to understand the practical application and impact of their products or services. The episode is a must-listen for sales leaders and professionals looking to enhance their training methods and achieve better results.

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

• 2:50: The lack of detailed onboarding processes in most sales orgs and its consequences.
• 7:15: The importance of teaching salespeople to ask insightful, context-driven questions. How much do they need to know?
• 10:41: The role of success stories in sales training and their impact on new salespeople.
• 15:00: 3 step strategy for improving your onboarding process

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 explores the critical importance of understanding the "Forgetting Curve" in sales training. He breaks down the alarming statistics behind the numbers 50, 70, and 90, which represent the percentage of information forgotten by trainees after an hour, a day, and a week, respectively. Kelly emphasizes that without proper reinforcement, most of the time and resources spent on sales training are wasted, as the material quickly fades from memory. Through a discussion of Hermann Ebbinghaus's research on memory retention, Kelly reveals effective strategies to ensure that training sticks, including the need for immediate review, repetition, and contextual application.

Kelly also shares practical tips on how to make training sessions more impactful. From encouraging immediate feedback after each session to taking learning into the field, he highlights the importance of engaging salespeople at multiple levels to ensure long-term retention. Kelly concludes with actionable advice on how to use these insights to improve your sales team's performance and reduce the frustration of forgotten training. Whether you're a sales leader or a trainer, this episode provides invaluable tools to enhance your training methods and drive better results.

In this episode...

• Introduction of the three critical numbers: 50, 70, and 90.
• Common ineffective training methods and the importance of planning.
• Explanation of Hermann Ebbinghaus's Forgetting Curve.
• The impact of immediate review on retention.
• The challenge of long-term retention and how to test it.
• Strategies to combat the Forgetting Curve in training.
• The importance of contextual learning and real-world application.
• Final tool: Having trainees present what they've learned.

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 thought-provoking episode of the Sales [UN]Training podcast, host Kelly Riggs delves into a crucial yet often overlooked aspect of sales training: the role of sales leaders. Kelly opens by confronting a harsh reality - sales leaders can be the weak link in sales training. He argues that despite their responsibility to develop salespeople's skills and outcomes, many leaders make critical mistakes that hinder the effectiveness of sales training.

Kelly emphasizes the substantial investment in sales training ($70 billion annually in the U.S.) but points out the low percentage of elite salespeople (5%), highlighting a systemic issue in sales training and development. He asserts that the problem lies in how salespeople are trained and developed, attributing much of this to the attitudes and practices of sales leaders.

Throughout the episode, Kelly identifies three critical mistakes made by sales leaders:

1. Mindset: Riggs challenges the defeatist attitudes often adopted during economic downturns. He criticizes leaders who use the economy as an excuse for poor performance, urging them to foster a culture of resilience and opportunity-seeking, irrespective of external conditions.

2. Skills Development: He observes that sales leaders often 'tell' rather than 'coach', lacking in providing practical, hands-on guidance. Kelly advocates for a more involved approach, where leaders actively engage in developing the skills of their team through practice and repetition, rather than just giving instructions.

3. Process and Planning: Kelly notes a significant gap in strategic planning and execution. He emphasizes the need for detailed, account-level plans to bridge gaps between projected and actual sales figures, criticizing leaders for not requiring or assisting in such detailed planning.

Kelly's narrative is not just critical but also constructive, as he provides actionable insights and strategies for sales leaders to rectify these mistakes. He underscores the importance of a mindset shift, enhanced coaching techniques, and rigorous planning processes to improve sales outcomes.

The episode serves as a wake-up call for sales leaders, urging them to reevaluate their approaches and adopt more effective strategies to boost their teams' performance.

Timestamped Show Notes:

• [0:00] Introduction: The Harsh Truth About Sales Leaders in Training
• [6:43] Mistake 1: Mindset Issues Among Sales Leaders
• [16:34] Strategies for Overcoming Critical Mistakes by Sales Leaders
• [26:27] Mistake 2: Ineffective Skills Development and Coaching
• [29:35] Closing Remarks and Episode Wrap-up

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

In this enlightening episode of Sales [UN]Training, hosted by Kelly Riggs, the spotlight is on what is often termed the 'magic bullet' in sales. Riggs challenges the common quest for quick fixes and revolutionary techniques in sales, directing attention instead to a fundamental yet frequently overlooked aspect: planning. He argues convincingly that effective planning is not only essential but can be transformative for sales professionals. Kelly begins by debunking the myth of a singular, revolutionary tool or technique that will skyrocket sales success. He emphasizes that while many salespeople and leaders are searching for this elusive 'magic bullet,' they often ignore the most powerful tool at their disposal: meticulous and strategic planning. He candidly shares his personal experiences, illustrating how a robust planning approach significantly contributed to his success as a salesperson and manager. He recounts his journey from a novice in sales, handed a stack of leads with little direction, to becoming a top-performing salesperson and later a sales manager, largely due to his rigorous planning and execution strategies. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining The episode delves into the common reasons why sales professionals and teams neglect planning. Kelly points out that while planning might seem daunting or tedious, its absence is a key reason for stagnant or declining sales figures. He underlines that planning is not merely creating a to-do list or setting revenue targets; it is about developing a detailed, step-by-step strategy to achieve specific goals. This process involves understanding one's territory, identifying key accounts, and meticulously outlining the actions required to succeed. Key Points: Planning is often overlooked in sales but is crucial for success. Effective planning involves a detailed, step-by-step strategy. Sales success requires more than just hard work; it requires strategic action. 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 #sales #selling #salestraining

One of the most difficult things on the planet is consistently identifying and hiring high performing salespeople. We get fooled. A LOT!

In this episode of Sales [UN]Training, host Kelly Riggs tackles the challenge every sales manager faces: hiring and developing effective salespeople. From the dangers of elevating top sales reps to managerial roles without proper training, to the pitfalls of the hiring process, Kelly provides insights that will make you rethink how you identify high-performing talent. Discover the rigorous methodologies that can significantly improve your chances of hiring salespeople who are not just skilled but committed to the craft.

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

Kelly also discusses the imperative of onboarding and training with purpose and rigor. Learn why most sales training programs fail and what you can do to turn the tables. Kelly shares compelling data on what sets top 10% salespeople apart and offers actionable strategies for developing a sales team that's not just filling seats but is truly geared for success. Tune in for an episode that promises to reshape how you think about sales talent development.

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

In this episode of Sales [UN]Training, host Kelly Riggs talks with James Muir, author of The Perfect Close, about the common reasons sales deals get stuck and how to prevent or unstick them. They discuss how poor sales training leads reps to focus too heavily on product features rather than uncovering the customer's core problems and facilitating good decisions. Muir explains that salespeople often wrongly assume stuck deals are due to issues on the buyer's end, when in reality it's usually because of mistakes in the sales process - like bad targeting, not properly qualifying leads, and failing to address client concerns. He outlines the main reasons deals get stuck - sales issues, client indecision, and business case problems - and provides tactics to diagnose and address each one. 

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

Today's podcast stresses the importance of training reps to lead conversations with discovery rather than leading with product info. Salespeople tend to overlook the emotional drivers in buyer decision making, and sharing ways to minimize risk and uncertainty can get stalled deals moving again.

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

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Are you frustrated that your company's sales training doesn't seem to be working? In this episode, host Kelly Riggs explains why sales training often falls short and what needs to change.

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

Kelly draws an interesting analogy between ineffective sales training and leadership training. Just as many leadership training programs fail to boost employee engagement, sales training initiatives frequently don't improve sales rep performance. Kelly argues that in both cases, the objectives are unclear and the training is too abstract and conceptual. He advocates for more contextual, experiential training focused on driving behavioral change. Kelly lays out four specific things organizations can do, from hiring learners to effective coaching. If you want to understand why sales training fails and how to make it more impactful, don't miss this episode.

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 #sales #selling #salestraining

In this episode of Sales [UN]Training with your host, Kelly Riggs, dive deep into the transformative challenges facing the modern sales world. Kelly delves into the stark realities of sales teams in an average economy and stresses why only a few can achieve consistent growth year over year. Drawing parallels with Colorado head coach Deion Sanders' radical approach to rebuilding a struggling football program, Kelly discusses the importance of hiring unique talent, the distinct difference between a great salesperson and a great sales leader, and the need for a bulletproof sales process.

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

Tune in to hear why transformation is a daunting but achievable task, and discover the systemic problems in the corporate world that often go overlooked. If you're committed to understanding and redefining your sales approach, this episode promises to completely rewire your sales brain. Don't miss it!

3:43 - Deion Sanders' radical leadership and what it means for your sales team

6:05 - Transforming sales results through drastic changes.

11:41 - 3 areas you can address RIGHT NOW to improve sales results

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 and Doug Branson

Dive into this enlightening episode as Kelly Riggs challenges the age-old beliefs surrounding the quintessential skill every salesperson should master. For years, the common notion was that listening took the crown, but Kelly has an unexpected twist to share. Is simply listening enough, or is there a deeper art to creating dynamic dialogues in sales?

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

Unpack the true essence of creating a productive back-and-forth, the pitfalls of mere question-asking, and the intriguing concept of 'whitespace' that has salespeople on edge. Kelly warns of the unforeseen dangers lurking in conventional sales training methods and offers invaluable insights that just might reshape your entire sales strategy. Don't miss this game-changing discourse!

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

In the latest episode of Sales [UN]Training with Kelly Riggs, we're diving deep into the truths and myths about sales training with special guest Larry Levine from Selling From the Heart. Do you ever wonder why most sales training seems to fail and why so many salespeople can't meet their revenue targets? Larry has some candid thoughts on why traditional sales training is a recipe for disaster and how being 'product-centric' can actually be a setback. 

Larry Levine is the best-selling author of Selling from the Heart and the co-host of the Selling from the Heart Podcast. With 30 years of in-the-field sales experience within the B2B technology space, he knows what it takes to be a successful sales professional. In a post-trust sales world, Larry Levine helps sales teams leverage the power of authenticity to grow revenue, grow themselves and enhance the lives of their clients.

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

We also get real about what it truly means to build relationships in the sales world. Larry shares invaluable insights on why many salespeople miss the point of relationship-building and end up getting ghosted by prospects. If you've ever been puzzled by the disconnect between what sales training preaches and what actually works in the field, this episode is for you. Prepare to unlearn what you think you know about sales, because we're about to turn your approach upside down. Don't miss it!

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

In this episode of Sales [UN]training we dive into the vital yet often overlooked world of practice within the sales industry. Kelly begins by likening the importance of practice to Allen Iverson's famous press conference, emphasizing that true success doesn't solely happen on the game floor but starts with repetition, consistency, and comfort with your product. He also tackles the common excuses that prevent sales teams from engaging in roleplay, thereby hindering their growth and performance. Listen in to learn how a process-driven approach, guided by real customer interactions, can build a solid foundation for your sales conversations.

But Kelly doesn't stop there; he goes deeper into the systemic issues within many sales organizations, explaining the importance of allowing sales teams to perfect their craft rather than merely practicing on potential customers. With personal anecdotes and proven strategies, Kelly stresses the need for sales leaders to rewire their sales brain, empowering and giving time to coaching and training, rather than relying solely on sheer willpower. Whether you're a sales leader, a beginner in the field, or a seasoned professional, this episode promises to transform the way you approach your craft, offering valuable insights to help you get the results you deserve. Subscribe to Sales [UN]training and don't miss out on this enlightening conversation!

The excuses that prohibit sales leaders from roleplaying. (2:13)

Roleplay doesn't have to be embarassing (8:27)

Developing a practice process (13:17)

Why you should be practing WITH your sales staff (19:36)

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 kicks off a series with real sales leaders by featuring Brian Key, Director of Aftermarket Sales at Multivac USA. With 16 years of experience, including the last four in leadership, Brian shares his insights on the challenging process of hiring and training top-tier sales talent. He discusses the difficulties of finding candidates who not only look good on paper but also align with the company’s values and have the discipline to focus on prospecting and customer engagement. Brian highlights the importance of avoiding “professional visitors” and instead cultivating salespeople who are genuinely committed to driving results through effective prospecting and disciplined follow-up.

The conversation also dives into the critical role of timing in sales training and the importance of hands-on learning, such as shadowing successful reps in challenging meetings. Brian emphasizes that great sales reps do not always make great sales leaders, as the skills required for leadership are distinctly different. He underscores the need to hire for character and to ensure that sales training focuses on real customer needs and problem-solving in the field. This episode is packed with practical advice for sales leaders looking to enhance their teams’ effectiveness and develop future sales managers.

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 reveals why so many sales training efforts end up wasted. Kelly breaks down the common misconceptions about sales training, unveiling the truth behind why many approaches don't work. He explains the importance of context, individualized coaching, and understanding the root problems that need to be addressed, rather than just throwing money at generalized training solutions. Is sales training actually transforming your organization, or are you simply looking for a quick fix?

In the second half of the episode he elaborates on the systemic challenges associated with sales training and 3 considerations you should make before beginning a new sales training process. Whether it's dealing with closing problems, prospecting issues, or finding the right solution presentation, the episode offers a thorough analysis of the complexities involved. Kelly’s insights on tailoring training to specific situations and the need for sales leaders who can coach and reinforce will resonate with anyone looking to make significant and dynamic changes in their sales process. If you want to move beyond a mere band-aid approach to sales training, this episode is a must-listen.

What do you need to think about to make you annual sales meeting training session effective? (1:29)

Is lack of sales training your actual problem or is it something deeper? (5:00)

The problem with "silver bullet" training (9:52)

3 things you should carefully consider BEFORE starting your training (15:34)

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

Have you ever wondered why people seem to dislike salespeople so much? In this episode of Sales [UN]training, host Kelly Riggs digs into this question with Jeff Bloomfield, author of Neuroselling. They discuss how traditional sales training focuses too much on arming sales reps with facts, figures, and benefits while ignoring the human factor. This leads to sales conversations that feel manipulative rather than relationship-driven.

Jeff explains how the brain's biology contributes to change resistance and fear of risk, making prospects instinctively want to cling to the status quo. He shares insights on how to structure sales conversations in a way that resonates emotionally first before logically justifying with data. Kelly and Jeff also talk about how sales reps must shift to a mindset of serving the customer's needs rather than pushing their own agenda. If you want to understand the science behind more effective selling, don't miss this engaging discussion.

Most salespeople inadvertently show up and communicate in a way that refutes relationships. (1:22)

Why do people hate salespeople? (4:43)

"The order matters" the biology behind why people buy (6:54)

People buy emotionally and justify logically. (9:57)

The biology of change and change resistance. (13:59)

What is the quantifiable risk of change? (17:17)

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

In this episode of Sales [UN]training, host Kelly Riggs delves into the often overlooked aspects of hiring and training salespeople. Kelly challenges the traditional approach to hiring, asking the critical question: "What exactly are you hiring salespeople to do?" He argues that clarity in expectations and defining success are crucial to building a high-performing sales team.

Kelly also explores the importance of creating a culture of success within your sales team. He emphasizes the need for clear communication during the interview process, setting high standards, and providing structured guidance. If you're a sales leader looking to transform your team and crush your numbers, this episode is a must-listen. Kelly's insights will challenge your current practices and provide you with a roadmap to create a dynamic, results-driven sales team.

How well do you train your sales leaders? (1:41)

Do you know what you hired them to do? (3:44)

Keep score! Numbers are a part of the process. (6:18)

Getting people onboarded starts with the INTERVIEW process. (12:40)

Creating an employee scorecard (14:27)

There is no place to hide bad talent. (18:23)

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.

In this episode of Sales [UN]Training, hosted by Kelly Riggs, our guest David Brock shares his insights on why traditional sales training methods often fall short and how curiosity can be the missing link between your team's current performance and crushing their number. Brock, the CEO of Partners in EXCELLENCE and an experienced sales expert, discusses the importance of curiosity, critical thinking, and problem-solving skills in sales. He highlights the need for salespeople to focus on understanding the customer's business and their specific needs, rather than simply pushing for product sales. With captivating anecdotes and practical advice, Brock offers a fresh perspective on how sales training can be reimagined to truly empower salespeople and enable them to effectively connect with customers.

Watch OR listen wherever you are: https://linktr.ee/salesuntraining

Throughout the episode, Riggs and Brock delve into the misconception that sales training revolves solely around product knowledge and selling techniques, exposing its limited efficacy in driving success. They emphasize the significance of developing financial acumen and business expertise among sales teams to establish credibility and have meaningful conversations with customers. The importance of cultivating curiosity and collaborative discussions both within the organization and with customers is explored as a means to stand out from competitors. With an insightful exchange of ideas and thought-provoking examples, this episode challenges the traditional sales training approach and offers valuable strategies for transforming sales performance.

2:00 - Why are things like a business and financial acumen even important to a salesperson?

8:00 - The enormous opportunity of admitting that they way you've been doing things is broken

12:00 - Connecting financial acumen to the customer's experience

16:44 - Training is important but we're training the wrong skills

20:45 - The power of collaborative conversations and curiosity

23:00 - What can you do right now to change your company's sales culture?

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.