Sales [UN]Training (Kelly Riggs & Pod About It Productions)

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

Most salespeople unknowingly make one amateur mistake that sabotages their success from the very first call. In this episode, we expose the biggest indicator of untrained selling and reveal the strategy that top sales pros use to win more deals.

Are your salespeople making the #1 mistake that instantly signals they’re amateurs? If you’ve ever sat in on a sales call and cringed as your rep jumped straight into product talk, you’re not alone. The biggest reason most sales teams underperform isn’t lack of motivation—it’s outdated training that teaches reps to pitch instead of influence. In this episode, Kelly Riggs breaks down the most common amateur sales mistake and how top sales leaders can spot and fix it fast.

You’ll learn how to identify when your reps are losing control of the conversation, why leading with the product is a red flag, and the psychology behind getting buyers to engage. Kelly shares real-world roleplay scenarios and proven strategies to help your team shift from product pushers to true sales professionals. Plus, we explore the power of well-designed sales contests to reinforce the right behaviors and drive lasting performance improvements.

If you’ve ever left a pipeline review wondering, Why aren’t my reps closing more deals?, this episode is for you. Kelly reveals the key question every sales leader should be training their team to ask, how to rewire their sales approach for influence over information, and why getting interest doesn’t mean getting the sale.

Don’t let amateur mistakes cost your team revenue. Tune in now and start building a salesforce that actually closes.

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 special compilation episode of Sales [UN]Training, Kelly Riggs dives into the recurring pitfalls that sales leaders face when building and managing teams, featuring insights from Paul Fuller and Robin Burr. From the ill-fated decision to promote top-performing salespeople into managerial roles to the lack of structured training for new sales leaders, Kelly doesn’t hold back. He explains why most great salespeople are poorly equipped for leadership, lacking essential coaching and team-building skills, and how this misstep can lead to a “dumpster fire” of lost talent. “We assume great salespeople will make great managers—that is a serious dumpster fire assumption,” Kelly states. He underscores the importance of defining clear goals, prioritizing coaching over micromanaging, and fostering a culture of accountability.

The episode also highlights practical strategies to avoid these mistakes, such as redefining onboarding processes and aligning performance management with long-term growth rather than quick fixes. Joined by guests sharing real-world insights, including the importance of consistent training and thoughtful hiring practices, the discussion drives home how a strong foundation in leadership skills can transform a sales team. If you’ve ever struggled with turnover, onboarding, or meeting quotas, this episode is a masterclass in avoiding the costly errors that hold teams back. Tune in to rethink your approach to sales leadership.

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, 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 thought-provoking episode of Sales [UN]Training, Kelly Riggs dives into one of the most polarizing topics in sales: practice and role play. Why do salespeople, who are supposed to excel under pressure, shy away from practicing their craft? Drawing inspiration from Allen Iverson’s famous “practice” rant, Kelly dismantles common excuses sales teams use to avoid role play. He shares compelling analogies from sports, revealing how lack of preparation leads to missed opportunities, just like in football or basketball.

Kelly discusses how ineffective practices or lack of a defined sales process can sabotage success. He introduces three transformative steps for fostering a culture of practice in sales teams, including breaking down processes into repeatable steps and mastering the art of discovery through role play. With anecdotes and actionable strategies, this episode is packed with insights to help leaders rewire their sales teams for success. Tune in to uncover why the results you’re getting are exactly what you’re allowing—and how to change that.

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 engaging episode of Sales [UN]Training, Kelly Riggs welcomes special guest Robin Burr, a UK-based sales coach renowned for his expertise in the psychology of selling. The episode dives into the foundational principles of sales as a psychological process, emphasizing the role of influence and persuasion in shaping customer decisions. Robin shares his unique perspective as a “sales therapist,” discussing how emotional intelligence, curiosity, and asking the right questions are more critical than memorizing product details. Listeners will learn about Robin’s Perfect Discovery Call Framework and how understanding customer motivations can transform a salesperson’s approach, helping them join the top 4% of performers.

The conversation also explores the pitfalls of traditional sales training, which often overemphasizes product knowledge while neglecting the art of human connection. Robin and Kelly discuss how focusing on the “why” behind customer decisions can reveal invaluable insights, as well as the importance of personal development and ethical influence in achieving sales success. This episode is a must-listen for sales leaders and professionals looking to rewire their approach to training and strategy.

Find Robin Burr on LinkedIn to explore his groundbreaking tools and concepts, and stay tuned to hear his thoughts on the biggest mistakes sales leaders make in 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 Pod About It Productions @dougbranson

In this special compilation episode of Sales [UN]Training titled “Sales Process Playbook: 7 Key Insights on Training, Coaching, and Executing a Sales Process,” Kelly Riggs delves into the often overlooked but crucial concept of the sales process. Joined by esteemed guests Dave Kurlan from Objective Management Group and David Newman, author of Do It! Selling, Kelly draws parallels between football strategies and sales fundamentals, emphasizing the importance of mastering the basics. The discussion highlights the necessity of a structured, sequenced approach in sales, comparing the difference between “winging it” and having a time-tested process. They explore key elements such as sequencing milestones correctly and using scorecards to objectively assess opportunities.

The guests bring valuable insights into common pitfalls in sales processes, like the misconception that a CRM can replace a well-defined sales process. Dave Kurlan stresses the importance of understanding and evaluating sales stages, while David Newman shares practical advice on building best-practice sales processes from initial contact to closing deals. They underscore the need for salespeople to have a detailed plan and enough opportunities in their funnel to achieve revenue goals. This episode is a must-listen for anyone looking to transform their sales approach by grounding it in a robust, replicable process. Tune in for actionable strategies and expert insights that can help elevate your sales game.

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

Have you ever faced an underperforming salesperson whose numbers just don’t reflect their potential, and you can’t pinpoint the issue? In this episode of Sales [UN]Training, Kelly Riggs tackles one of the most frustrating challenges for sales leaders: identifying and addressing hidden performance gaps. With a no-nonsense approach, Kelly highlights the key pitfalls in coaching, from mistaking activity for productivity to the dangers of overlooking call quality in favor of quantity. He shares actionable insights to help you uncover what’s really holding your salespeople back, emphasizing the importance of strategic planning, thoughtful preparation, and executing calls with purpose. Through relatable stories and proven methods, Kelly demonstrates how leaders can elevate their team’s performance by focusing on meaningful metrics and observing salespeople in the field. If you’re ready to stop guessing and start leading your team to dramatic, sustainable improvement, this episode is a must-listen. Tune in to find out how to rewire your sales brain and maximize your leadership potential.

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, 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.

Most salespeople are using AI wrong—and it's showing. Kelly and guest Jeff Bajorek of Outbound Squad unpack how to stop getting generic junk from ChatGPT and start using it to actually improve your sales game.

Salespeople love shortcuts—but AI isn’t one. In this episode of Sales [UN]Training, Kelly is joined by Jeff Bajorek to dismantle the lazy approach most reps are taking with ChatGPT. Spoiler: If your prompts are weak, your outputs will be worse. Jeff shares how he pulled the most common AI prompts from sales pros—and why they’re failing to move the needle. You’ll hear the top 10 things reps are asking AI to do (hint: it’s mostly their job), and the smarter way to leverage the tool.

They break down why ChatGPT is not a better Google and how it can become your best practice partner. Jeff walks through how he’s using AI for personalized role play—complete with real-time feedback, tone analysis, and escalating difficulty levels. No awkward team huddles, no judgment—just pure reps. Kelly jumps in with stories from the field, how he’s spotting AI in job candidate submissions, and why using AI to "act human" might backfire if you’re not ready for the follow-up questions.

If you're a VP of Sales or a frontline manager wondering how to integrate AI into your training without dumbing things down—this episode is your roadmap. Plus, Kelly closes with a reality check: AI is here to handle the tasks that aren’t human, so your people can do what only humans can—build real trust and relationships.

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

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

Sales training doesn't work. The stats prove it. The problems are clear. What prevents us from fixing it?

A large part of the problem with sales training is due to a systemic issue within organizations. Many companies invest large amounts of money into sales training, but don't see significant results due to underlying issues within their structure and systems.

One problem is the reactive and sporadic nature of sales training in many organizations. Training is often done reactively when sales are down, rather than as a well-planned, ongoing strategy. Additionally, many organizations do not accurately measure the impact of their sales training, rendering it less effective.

Organizations should focus on addressing their core systemic problems in order to achieve better results with sales training. Implementing a training process that is well-structured and consistent will lead to a more effective and long-lasting impact on sales teams. As Pogo, a famous cartoon strip from the late 40s to the mid-70s quotes, "Having lost sight of our objectives, we redoubled our efforts."

Subscribe for more specific challenges and solutions for sales training in organizations.

Subscribe to the podcast on YouTube: youtube.com/kellyriggs

On this episode..

• Why sales training doesn’t work. 0:00

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.

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 delves into the 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 Doug Branson and Pod About It Productions

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

In this episode of Sales [UN]Training, host Kelly Riggs dives deep into the critical topic of sales call preparation. Drawing from his extensive 40-year experience in sales and sales training, Kelly highlights the alarming trend of salespeople showing up unprepared, leading to ineffective sales calls that meander aimlessly. He discusses how proper preparation can prevent the common pitfall of focusing solely on the seller’s agenda rather than addressing the customer’s needs. Kelly emphasizes the importance of having clear objectives for each sales call, understanding the customer’s problems, and tailoring the conversation to uncover critical information and decision-makers.

Kelly also shares personal anecdotes and best practices, including the concept of “curbside coaching” that he learned from a seasoned sales manager early in his career. This method involves setting specific call objectives and debriefing after each call to continuously improve. Additionally, Kelly stresses the necessity of a well-defined sales process and the importance of training salespeople to anticipate objections and ask the right questions. As he notes, effective sales preparation not only shortens the buying cycle but also significantly enhances the chances of closing deals. Tune in to learn actionable strategies that can transform your sales approach and drive better 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 Doug Branson and Pod About It Productions

In this episode of Sales [UN]Training, Paul Fuller, the Chief Revenue Officer at Membrain, stops by to break down the top three mistakes sales leaders often make and how to sidestep these common pitfalls. Together, they delve into issues like failing to truly know team members and defaulting to mandates rather than collaboration. Paul emphasizes the need to understand each team member’s unique strengths and motivations to coach effectively, while Kelly highlights how inspiring, rather than coercing, leads to a stronger, more productive sales force. They both agree that recruiting the right talent is essential, as missteps here can reverberate through a team.

Kelly and Paul also stress the importance of a structured onboarding process and a clear sales roadmap. Paul points out that leaders often lean too much on relationships and forget the value of a process that guides the team, provides coaching context, and builds accountability. Kelly adds that strong sales culture hinges on consistent training, active engagement, and healthy competition, noting that setting up contests and rewards can drive results and team morale. To dive deeper into building a high-performing sales team and hear Kelly and Paul’s insights, join this engaging episode.

Find Paul on LinkedIn and explore Membrain’s sales growth platform for more tools and strategies.

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 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 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

Sales leaders often claim they don’t have time for one-on-one meetings—but what if skipping them is costing you more time and revenue? In this episode, Kelly Riggs breaks down why structured 1:1s are a game-changer for coaching, accountability, and building a high-performance sales culture.

Time is the number one excuse sales leaders give for avoiding one-on-one meetings with their team—but what if these meetings could actually save time and dramatically improve performance? In this episode, Kelly Riggs challenges the common objections sales managers have about 1:1s and makes the case for why they are an essential (and often overlooked) leadership tool. He shares insights from his own sales management journey and explains why reactive leadership—constantly putting out fires—only creates more chaos.

Kelly walks through the key elements of an effective 1:1, including the critical questions you should ask to drive pipeline growth and performance. He also warns against turning these meetings into simple status updates, instead emphasizing their potential for coaching, problem-solving, and relationship-building. If you're tired of underperformance and firefighting, this episode is for you! Plus, Kelly offers a free copy of his book One-on-One Management: What Every Great Manager Knows That You Don’t.

🎧 Listen now and start leading smarter.

📩 Want a free book? Email Kelly at kelly@bizlockerroom.com

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 Part 3 of the Crush Your Number series, Kelly sits down with Rich Gaffney, VP of Commercial Operations at Sentry Equipment, to explore how aligning sales with operations can drive both short-term wins and long-term success. Rich shares his insights from over 20 years of experience leading sales teams, emphasizing the critical role of integrating sales with backend functions like engineering and manufacturing. In this episode, Rich and Kelly discuss why sales teams often fail when they operate in silos and how building business acumen—rather than just focusing on sales tactics—can transform a team from good to great.

Throughout the conversation, Rich breaks down the importance of empathy, communication, and ownership in the sales process. He shares strategies for developing salespeople who think like business leaders, not just closers, and how delivering on promises after the sale is just as important as securing the deal. Whether you're a sales leader or a sales professional, this episode is packed with actionable advice on how to create a holistic, customer-centric approach that fosters trust and future opportunities.

Key Topics:

• Breaking down the silos between sales and operations for better results
• The importance of business acumen in creating well-rounded salespeople
• How empathy and communication can prevent deals from going sideways
• The value of staying engaged with customers post-sale to ensure delivery success
• Developing a robust training program that includes internal collaboration and business-wide understanding

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 Riggs tackles a critical yet often overlooked question for sales leaders: How long does it actually take to bring a new salesperson up to speed? Riggs argues that most leaders have no real metrics or benchmarks for the ramp-up period, often relying on vague estimates like “two weeks” to six months. However, he points out that understanding the true time frame is vital—not just to meet revenue goals but to protect the significant investment made in hiring and training new reps. From mastering product knowledge and industry vocabulary to understanding CRM systems and internal processes, Kelly outlines four key “buckets” of learning that every new salesperson must navigate to reach functional independence in the field.

Getting a salesperson to a “break-even” point—where they’re generating enough margin to cover their salary and benefits—requires a structured onboarding process. Building a detailed timeline that spans weeks and months, involving regular testing, field training, and continuous coaching ensures steady progress. For sales leaders, Kelly offers a hard truth: If sales performance falters, it’s often due to flawed onboarding rather than market conditions or the quality of sales hires. He advises leaders to think like business people, understanding the financial impact of turnover and designing onboarding strategies that minimize downtime and maximize confidence and competence in new hires. For those struggling with onboarding, Kelly also highlights his consulting services to support structured and predictable ramp-up plans.

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 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," 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, 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 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

In this episode of Sales [UN]Training, host Kelly Riggs welcomes back sales expert and Objective Management Group (OMG) founder Dave Kurlan to uncover the “holy grail” of sales success: predictability and consistency. Drawing on over 35 years of experience and data from assessing 2.4 million salespeople, Kurlan explains why desire and commitment are non-negotiable traits for top-performing salespeople. He shares a fascinating study demonstrating how these traits directly influence results, alongside the critical role of a well-defined sales process. “The difference between winging it and owning it is sales process,” Kurlan emphasizes, as he and Riggs discuss sequencing milestones and building sales strategies anchored in proven methodologies.

The conversation dives deep into the consultative approach, highlighting its transformative potential in creating meaningful client connections and shortening sales cycles. Kurlan warns against common pitfalls, such as jumping into product pitches or skipping crucial discovery steps, which derail deals. He shares actionable advice on uncovering compelling reasons to buy and adopting a more client-centric mindset. Listeners will walk away with a clear understanding of how to align raw talent, disciplined processes, and consultative selling for scalable success. Check out Dave’s blog, “Understanding the Sales Force,” for more insights, and visit Kelly at bizlockerroom.com. Don’t miss this goldmine of sales wisdom!

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 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," 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 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

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

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 addresses the dangerous assumptions sales leaders often make when hiring and evaluating their teams. Kelly identifies three critical assumptions that can undermine a sales force: believing past success and industry experience guarantee future performance, assuming salespeople can effectively manage pipelines, and thinking they have strong planning and organizational skills. He emphasizes the importance of rigorous hiring processes, objective assessments, and continuous skill validation to avoid these pitfalls. Kelly’s insights reveal how unchecked assumptions can lead to high turnover and missed targets, urging leaders to adopt a more analytical and supportive approach to talent management.

Kelly also highlights the necessity of planning and prioritization in sales activities. He argues that many salespeople are reactive rather than proactive, often overwhelmed by daily tasks and customer issues. Kelly suggests that proper planning is key to effective time management and success. He introduces strategies to counteract these dangerous assumptions, including better interview techniques, ongoing training, and regular coaching to ensure salespeople understand and manage their pipelines effectively. Listeners are encouraged to adopt these practices to enhance their sales teams’ performance and drive revenue growth.

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:

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.

Is selling just another form of manipulation, or is it about real influence? In this episode, Kelly unpacks the fine line between persuasion and deception, exposing the biggest mistakes in sales training that are ruining trust and results.

Are salespeople manipulative? It’s a question that makes most sales pros uncomfortable, but the truth might surprise you. In this episode of Sales [UN]Training, Kelly breaks down the real difference between influence and manipulation—why some sales tactics push prospects away, and what actually builds trust.

Too many sales teams are failing because they’ve been trained the wrong way. Instead of building credibility, they’re making exaggerated claims, forcing relationships, and talking way too much. Kelly explains why these common habits feel manipulative to prospects and how to fix them. Plus, he reveals the one thing that separates a true sales professional from a con artist—it’s not what you think.

Sales training has become a broken system, and it’s time to rewire the way we approach it. If you’re tired of hearing the same old sales advice that doesn’t work, this episode will challenge everything you know about selling.

And for sales managers: Are you afraid to confront underperformance? Kelly explains why ignoring low performers is the fastest way to kill your sales culture—and what to do instead.

If you want to sell with integrity, build real relationships, and actually close more deals, don’t miss this one.

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 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

Brandon White, VP of Sales & Marketing at Multivac, shares his 22-year sales journey from administrator to executive, offering firsthand insights on what it really takes to ramp up new sales reps effectively. Learn why most sales training fails, the critical role of leadership in development, and how to transform your sales team into high performers.

Bringing new salespeople up to speed is one of the toughest challenges in any organization, yet many companies still expect reps to perform without a solid foundation. In this episode of Sales [UN]Training, host Kelly Riggs sits down with Brandon White, VP of Sales & Marketing at Multivac, to discuss the realities of onboarding and training sales reps effectively. Brandon started his career as a sales administrator and worked his way up over 22 years, giving him a unique perspective on talent development, sales training, and leadership.

Brandon and Kelly dive into the common mistakes companies make in sales training, why new reps need at least 3-6 months to become productive, and how organizations can accelerate learning while ensuring long-term success. They also discuss the importance of leadership in guiding new salespeople, why face-to-face selling still matters in a digital world, and the critical skills that separate top-performing sales leaders from the rest. If you're a sales VP, sales leader, or sales trainer, this episode is packed with actionable insights to rethink how you develop your team and create lasting sales success.

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

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

Salespeople love to say that selling is all about relationships—but they’re wrong. In this episode, Kelly breaks down why trust, not just relationships, wins deals and what salespeople must do differently to stop losing on price.

For years, sales trainers have drilled the idea that "selling is all about relationships." But what if that’s not just misleading—it’s outright wrong? In this episode of Sales [UN]Training, Kelly Riggs dismantles one of the most overused and abused concepts in sales: the relationship myth.

Yes, relationships matter—but they’re not what closes deals. Trust is. Kelly explains why most salespeople confuse rapport with real relationships and why being “liked” isn’t enough. If you’re still relying on small talk and common interests to build relationships, you’re already losing.

What actually creates trust? Kelly lays out a proven approach to building credibility and expertise in sales conversations. He reveals why most salespeople fail—they jump straight to pitching without first establishing real value. You’ll learn how to flip the script and make your conversations about the customer, not about you.

Plus, Kelly shares the biggest trust-killers in sales, why most managers avoid addressing underperformance, and the simple mindset shift that will change how you sell forever. If you’re tired of losing deals on price, this episode is a must-listen.

 
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 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

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

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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

Most sales kickoff meetings are a massive waste of time and money — and worst of all, they’re not actually training your team. Kelly breaks down why we keep getting it wrong and what sales leaders can do to finally make these meetings matter.

Sales kickoff meetings have become a staple in the corporate world — packed hotel ballrooms, slick presentations, motivational speakers, product updates... but very little actual sales development. In this episode, Kelly calls out the elephant in the room: these meetings are often a “sales dumpster fire,” with little thought given to real learning, retention, or performance improvement.

Kelly shares personal stories from his early days in sales that show just how little real training takes place — and how easy it is to confuse product knowledge with sales skills. He challenges sales leaders to stop patting themselves on the back for content crammed agendas and start asking the hard questions: What are we trying to achieve? Where’s the actual skill development? Why is there no plan before or after the event?

But this isn’t just a rant. Kelly offers a practical, high-impact strategy: bring in your top reps to share real success stories — complete with Q&A — so the entire team learns from the field, not just the front of the room. You’ll walk away with a simple but powerful idea that can instantly upgrade your next kickoff meeting and actually move the needle on 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 Pod About It Productions @dougbranson

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

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.

The definition of insanity is doing the same thing over and over expecting a different result. We don't put up with it in our personal lives, why do we put up with it in our sales training?

In this eye-opening episode of Sales [UN]Training, host Kelly Riggs dives deep into the world of traditional sales training and why it often fails to produce the desired results. Riggs highlights the reliance on product-centric training and lack of practical experience, resulting in salespeople being ill-equipped to persuade and influence potential clients. Join Kelly as he exposes the flawed training system and scrutinizes the current state of sales coaching, emphasizing how these common mistakes lead to unhappy sales leaders, salespeople and lower sales numbers.

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

Riggs goes beyond merely identifying the problems, he also offers valuable solutions to overcome these systemic challenges. He details three specific strategies to change the focus from product education to empowering salespeople to effectively sell outcomes and create meaningful change within organizations. Tune in to this engaging episode of Sales [UN]Training as Kelly Riggs provides a fresh perspective on how to successfully rewire your sales brain and transform your sales performance.

On this episode..

The definition of insanity is doing the same thing over and over expecting a different result. - 0:00

How do you train NEW salespeople? - 1:22

What’s the typical approach to product training & what do you train on? - 2:43

Selling is not talking about a product, selling is influence. - 7:26

If your salespeople don’t follow a defined process, you’re just making it worse. - 13:40

You might hate it. Your people might hate it. But it's your most effective tool. Role play. - 15:33

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 Part 2 of the Sales Dumpster Fires series, Kelly tackles one of the most common and frustrating mistakes in sales: talking too much. As he explains, this issue is often a result of poor sales training that focuses too heavily on product knowledge and not enough on creating meaningful customer engagement. Kelly argues that salespeople are trained to fill every silence with information, overwhelming prospects with facts and data rather than listening and asking insightful questions. He breaks down why this approach not only frustrates buyers but also fails to build rapport or address the buyer's true needs.

Throughout the episode, Kelly offers practical strategies to shift from an information dump to a dialog-based approach that encourages real conversation. He emphasizes the power of asking thoughtful, curiosity-driven questions to better understand the buyer's challenges and motivations. For sales leaders and teams, this episode highlights the importance of rethinking training methods and focusing on what truly drives success—effective communication that uncovers real needs.

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 on Training, Kelly Riggs talks to Dave Kurlan, founder of Objective Management Group, about the traits that separate top salespeople from the rest and why sales training often fails. As Dave puts it, "closing is overrated." Instead, top salespeople focus on understanding the problems their clients face and provide value in their solutions. Dive into the secrets behind the success of the elite sales professionals as Dave shares, "They want to make sure that if they're going on a meeting, they know exactly who they're meeting with, why they're meeting with them, and that person wants to meet with them."

Dave Kurlan is a best selling author, top rated speaker and earned the Bronze Medal for Top Sales & Marketing Thought Leader for 2015.  He was inducted into the Sales & Marketing Hall of Fame in 2012.  Dave is the founder and CEO of the Objective Management Group, Inc. (OMG), the leading developer of sales force evaluations and sales candidate assessments, headquartered in Westboro, Massachusetts. OMG was named the Top Sales Assessment Tool for 2011 - 2015.

He is also the CEO of Kurlan & Associates, a global leader in sales force development. He is an expert in all facets of sales, sales leadership, sales strategy, sales process, sales recruiting, sales training, coaching and consulting.

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

On this episode..

The Origin and Development of Objective Management Group's Sales Candidate Assessment (1:39): Dave talks about how he built the sales-specific assessment in 1990 and how it has evolved over time.

The Differences and Validity of Various Sales Assessments (8:02): Dave explains the different levels of validity in assessments, such as face validity, construct validity, and predictive validity. He highlights how the OMG Sales Candidate Assessment's predictive validity sets it apart from other assessments on the market.

Sales Training Challenges and Opportunities (9:39): Both Kelly and Dave discuss the importance of taking a consultative approach in sales training and how closing is often overrated.

Traits That Set Top Salespeople Apart (13:13): Dave shares insights into the specific competencies and traits that separate the top 5% of sales professionals from the rest, highlighting the importance of belief systems, sales DNA, and the ability to reach decision-makers.

The Elusive Sales "Unicorn" (21:07): Kelly and Dave explore the concept of the born salesperson or the "unicorn," discussing how rare it is to find such individuals and the importance of identifying and developing talent in-house.

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 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

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 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 

Welcome to Sales [UN]Training, a very different kind of sales podcast. I'm Kelly Riggs, founder of Business Locker Room, and the author of Quit Whining and Start Selling. For years, I've watched sales teams struggle to improve. The answer always seems to be, we just need sales training. The problem is sales training isn't producing the results that we intend. $70 billion American corporations invest in sales training every year, and yet three out of four salespeople fail. I want to take a deep dive look at the world of sales training from the perspective of one very simple question.

Why doesn't sales training work?

That's what this sales podcast is about. It's your weekly sales strategy guide designed to rewire your sales brain. Find out why sales training typically fails and how you can transform your sales team to create market-proof revenue growth.

If you're a sales leader, a CEO, a business owner, discover the core issues that are creating unseen resistance against your sales efforts. If you're an elite salesperson looking to go to the next level of sales leadership, this podcast will help you overcome and avoid a lot of the common traps that sales leaders walk into when they're trying to develop a high performance sales team.

Join me on Sales [UN]Training. Share it with people you know. Together, let's figure out how to change the face of sales training.

In this episode of Sales [UN]Training, host Kelly Riggs speaks with David Newman, sales strategist and bestselling author of "Do It! Selling". They discuss how having the right mindset and a structured sales process can boost sales performance and success. Newman shares his insights on the importance of being a better person, putting prospects at the center of the sales process, and having the right come-from ( serving before selling mindset), which helps greatly in making conversations with prospects fruitful. "When you act like a person, then more sales will happen."

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

The two also dive deep into understanding sales processes and how they impact an individual's sales mindset. Newman shares his approach to creating a reliable and repeatable sales process using a simple step-by-step system, which involves understanding the buyer's experience and tailoring the context and content of each step to suit the prospect's needs. The importance of sticking to the sales process is emphasized, as they discuss the difference between clean wins, sloppy wins, clean losses, and sloppy losses in sales transactions. The episode is full of valuable insights and tips on achieving success in sales through mindset and sales processes. 

On this episode...

If mindset is so important to sales, why isn't more of a focus in training? - 2:32

Why prospects need to be at the center of the sales process. - 4:52

Cooking up a sale with love - 7:26

A good pipeline makes you brave - 9:00

How sales training can go awry - 11:10

What is the ideal buyer experience? - 14:56

What does mindset have to do with the sales process? - 16:58

If you don’t have a sales process, you can't tell me where you went wrong. 18:33

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, 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 breaks down the complexities of preparing a new salesperson to reach their maximum potential. He discusses why most sales training strategies fall short and the repercussions of sending an ill-prepared salesperson out into the field too soon. Riggs challenges the traditional approach that many companies take towards sales training and offers an in-depth analysis of systemic issues that stifle development and lead to high turnover rates. 

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

Riggs introduces the idea of "five major buckets of information" that a salesperson needs proficiency in, including product information, company systems, industry jargon, selling skills, and business acumen. Through this lens, he communicates how to strategically sequence training and instill confidence in new hires. If you've ever felt that your sales training process could use a revamp, or you're a new salesperson looking for some insight, then this episode promises to offer enlightening perspectives you won't want to miss.

How long does it take to train a new salesperson? (0:00)

A lot of work and no money. (2:15)

How long does it take to develop a good sales leader? (4:35)

Do you really want an inexperienced sales rep? (6:55)

The problem with training and development. (9:04)

How long does it take to make solo sales goals? (13:01)

What does it take to be successful? (14:29)

How long does it take to develop sales skills? (17:05)

What does it take to get people ready for the field? (19:28)

Systems and Processes. (21:27)

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, 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, 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

Most companies completely ignore their best sales tool—one that’s right in front of them. In this episode, Kelly breaks down why sales success stories are the key to effective training and how they separate top sellers from the rest.

Instead of training sales reps to memorize product specs and generic value statements, companies should be arming them with real-world wins. Kelly explains why success stories boost confidence, increase credibility, and make salespeople far more effective in conversations with prospects. He shares how companies are wasting this invaluable tool and gives a step-by-step approach to making it a core part of sales training.

You’ll learn how to:

• Use success stories to accelerate onboarding and training
• Differentiate yourself from the competition without sounding like every other salesperson
• Turn real wins into powerful closing tools
• Shift sales meetings from complaining sessions to confidence-building opportunities

If you want to help your sales team break out of the cycle of generic pitches and start winning more deals, this episode is a must-listen. Don’t keep making the same sales training mistakes from 40 years ago—fix it now.

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 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 insightful episode of Sales [UN]Training, host Kelly Riggs is joined by James Muir, author of The Perfect Close, to tackle the challenges of stuck deals—a common pain point in sales. The conversation explores why traditional sales tactics often fail, particularly in complex B2B environments, and how sales training falls short in preparing reps for real-world scenarios. Muir emphasizes the importance of genuine engagement, proper discovery, and a shift from manipulation to facilitation, asserting that sales is about “helping clients make good decisions.” Listeners will learn why trust and intention outweigh competency and how adopting a consultative approach can unlock opportunities.

James also previews his upcoming book, which delves deeper into identifying and resolving stuck deals. Together, he and Kelly discuss actionable strategies, such as shifting focus to minimizing client fears and improving the “muchness, soonness, and sureness” of business cases. Muir’s advice to sales leaders includes redefining training paradigms, incorporating client-side internships, and emphasizing problem-solving over product pitching. Don’t miss this episode packed with practical advice and paradigm-shifting insights! For more about James, visit puremuir.com or connect with him on LinkedIn.

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

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

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

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

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 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 episode of Sales [UN]Training, Kelly examines one of the most common yet flawed approaches to sales training: training for the sake of training. He explains how many sales organizations rush to implement training as a quick fix for low revenue or flat sales without properly identifying the root causes. Kelly emphasizes that tactical sales training—like learning how to handle objections or close more deals—barely addresses deeper systemic issues. To create real, sustainable change, companies need to focus on foundational problems, such as ineffective sales processes, lack of leadership involvement, and unclear behavioral objectives.

Throughout the episode, Kelly makes it clear that the goal of sales training should not be just to “get better,” but to enact specific, measurable behavior changes that will ultimately drive results. He challenges listeners to dig deep into their own sales processes, ask the right questions, and identify core issues before attempting any tactical training. This episode is essential for sales leaders who want to stop wasting time and money on ineffective training and start seeing real results.

Inside the episode:

• The mistake of scheduling sales training without identifying systemic issues
• Why tactical training fails without addressing foundational problems
• The critical importance of behavior change in effective sales training
• Identifying root causes using the "Five Whys" method
• The role of leadership in reinforcing training and creating lasting change

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 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

In this episode of Sales [UN]Training, Kelly delves into the crucial role of goal setting in driving sales performance. He explains how setting high, specific goals that align with personal motivators can significantly outperform the traditional approach of simply assigning sales quotas. Drawing on his early experiences with iconic sales figures like Zig Ziglar and personal anecdotes, Kelly highlights the power of written goals and their ability to elevate performance. His unique approach to letting salespeople set their own goals not only encourages ownership but often leads to exceeding expectations.

Kelly also stresses the importance of breaking down long-term goals into short-term, manageable steps, comparing it to the incremental progress needed to train for a marathon. He shares insights on the value of short-term objectives and well-structured sales contests as effective tools to keep teams motivated and focused. If you’re seeking ways to engage your sales team more effectively, this episode provides actionable strategies on how personal goals and clear planning can transform sales outcomes.

Timestamps:

00:00 - Introduction to the problem of poor sales performance
01:23 - Why sales training often fails
02:20 - Kelly’s early sales influences: Zig Ziglar and Tom Hopkins on goal setting
04:00 - How modern sales teams have abandoned proper goal setting
06:00 - Why quotas aren’t true goals
09:10 - The importance of letting salespeople set their own goals
13:00 - Personal story about marathon goal setting as a metaphor for sales
15:45 - Smart goals: The formula for success
17:30 - The importance of a written goal and a plan
21:10 - Breaking annual goals into manageable chunks
22:44 - Why sales contests are still valuable in keeping salespeople engaged
24:00 - Conclusion and final thoughts on goal setting for sales success

Enjoy the episode, and don't forget to like, subscribe, and share! For more information, visit businesslockerroom.com or email Kelly at kelly@businesslockerroom.com.

Most sales training fails because it focuses on products instead of outcomes. Kelly explains how shifting to an outcome-driven sales strategy can transform your team’s performance and shares actionable steps to make this change today.

“Three out of four salespeople are failing. Why? Because we’re training them all wrong.” Kelly Riggs pulls no punches as he dismantles the outdated, product-centric approach to sales training. Instead of overwhelming sales teams with product features, he urges leaders to focus on teaching outcomes and the real-world impact of their solutions. “Customers don’t buy products; they buy what the product does for them,” Riggs declares, offering a transformative framework to revamp your training process.

Riggs doesn’t just diagnose the problem—he provides actionable solutions. From exercises that reshape how salespeople communicate value to analogies about coaching youth sports, this episode is packed with practical insights. Discover why starting with client outcomes and real success stories creates a high-performing sales culture, and learn how to rewire your team to think like their customers. 

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 third installment of the “Sales Training Dumpster Fires” series, Kelly Riggs dives deep into one of the most persistent and problematic issues in sales management: promoting top salespeople to management roles without proper training or preparation. Kelly argues that many companies are making a critical mistake by assuming great salespeople will naturally make great managers. As he puts it, “You lose your best salesperson and, most of the time, you get a mediocre sales manager.”

Kelly explores the reasons behind this common misstep, from the lack of training to the drastic difference between the skillsets needed for sales success and leadership success. He emphasizes the need for proper assessment and development before promoting salespeople into leadership roles. “To be a great salesperson is completely different than being a great sales leader,” Kelly explains, urging companies to change their approach and invest in leadership training. Tune in for actionable strategies to avoid this dumpster fire and build strong, effective sales leaders.

Key Topics: 

• The common mistake of promoting top salespeople to management without training

• The significant differences between the skillsets of a great salesperson versus a great sales manager

• The detrimental impact of promoting the wrong person, including losing top salespeople and creating ineffective managers

• Why many top salespeople struggle to transition into leadership roles (e.g., lack of patience, coaching skills, and time investment)

• The importance of assessing leadership capabilities before making promotions

• How companies often fail to provide proper leadership training and development

• Effective coaching and team development as critical responsibilities of a sales manager

• The necessity of setting clear expectations and offering leadership training in advance

• The importance of sales managers developing a team culture of excellence and accountability

• Strategies for identifying and hiring talent, with a focus on training managers to effectively recruit and develop their teams

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

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

Promoting top salespeople into leadership roles often backfires when they continue to close deals instead of developing their team. In this episode, Kelly Riggs breaks down why this common mistake stifles growth and shares a powerful strategy to turn new sales managers into effective leaders.

Why do so many great salespeople struggle when they become sales leaders? Because they keep doing what got them promoted—selling—when they should be coaching, mentoring, and developing their team. In this episode, Kelly Riggs dissects one of the biggest “sales dumpster fires” plaguing organizations: the self-limiting sales leader. He explains why closing deals for your team is not only unsustainable but also cripples long-term sales performance.

Kelly lays out the three major pitfalls of this leadership trap, from burning out managers to stalling team growth and frustrating sales reps. He also reveals a game-changing 4-part strategy to ensure new sales managers start off on the right foot—an in-depth, 30-day assessment process that helps them understand their team’s strengths and weaknesses. Instead of being the star performer, a sales leader’s job is to create an entire team of high performers. If you're a VP of Sales or a new sales manager, this episode is packed with insights to help you build a scalable, high-performing team.

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 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.

Timestamped Shownotes

• 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 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

Most salespeople never get the real information they need to close deals—and it's not their fault. In this episode, Kelly breaks down how poor discovery training sabotages your team and what to do instead.

Discovery is the most important phase of the sales process—and the one most salespeople get totally wrong. In this episode of Sales [UN]Training, Kelly explains why most reps don’t get the depth of information they need to win deals and how sales leaders are unintentionally setting them up to fail.

Kelly explains how typical sales training programs overwhelm reps with product knowledge but never teach them how to have meaningful conversations. The result? Salespeople lead with product, fire off a list of generic questions, and turn discovery calls into interrogations. The prospect feels like a target, not a partner—and the deal dies right there.

You’ll hear why the answer behind the answer is the real key to closing deals, how curiosity and emotional intelligence drive effective discovery, and why most reps struggle to ask deeper follow-ups. Kelly also shares a practical example of how to turn a basic “we’re having a challenge with X” response into a full, trust-building dialogue.

If you’re a VP or manager responsible for a team, this episode is a masterclass in rewiring your sales training approach. Learn how to equip your reps to create real conversations, uncover personal and professional motivators, and win in competitive markets.

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 informative episode of Sales [UN]Training, host Kelly Riggs dives into the critical role of sales coaching in transforming sales performance and why many sales leaders struggle to execute it effectively. Kelly shares eye-opening data on the importance of sales coaching and the lack of effectiveness that plagues many sales managers. With a focus on building trust and investing in personal relationships with salespeople, Kelly explains the crucial elements needed to help sales teams reach their full potential and bring about meaningful change.

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

Drawing from his extensive experience in sales training and leadership, Kelly provides valuable insights on how sales coaching should be approached to create lasting habits and promote growth. Moving beyond the idea of merely telling someone what to do, he sheds light on the importance of providing specific guidance and being hands-on in the development process. By challenging the traditional methods of sales training, this episode of Sales [UN]Training is packed with useful tips and strategies to help sales managers improve their coaching prowess and empower their teams to excel.

On this episode...

Why sales coaching is critically important to success. - 0:00

If you want players to get better you have to have someone who can help them grow. - 2:05

The best players typically make bad coaches. - 3:54

Coaching isn’t standing on the sidelines. - 5:25

Sales coaching is about specifics. - 7:49

Effective Sales Coaching begins and ends with relationships. - 10:04

The word “management” is not about holding people’s hands, it is about showing them how to do things differently. - 12:32

The 4 most dangerous words in an leader's vocabulary - 16:08

You’ve got to help people shape a path. - 19:27

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.