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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 memberâs 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 Paulâs insights, join this engaging episode.
Find Paul on LinkedIn and explore Membrainâs 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 Donât 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 Forbesâ Coaches Council since 2019.
Music and Editing by Pod About It Productions @dougbranson
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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 âtwo weeksâ to six months. However, he points out that understanding the true time frame is vitalânot 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 âbucketsâ of learning that every new salesperson must navigate to reach functional independence in the field.
Getting a salesperson to a âbreak-evenâ pointâwhere theyâre generating enough margin to cover their salary and benefitsârequires 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, itâs 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 Donât 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 Forbesâ Coaches Council since 2019.
Music and Editing by Pod About It Productions @dougbranson
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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 acumenârather than just focusing on sales tacticsâcan 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 understandingFollow 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 Donât 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 Forbesâ Coaches Council since 2019.
Music and Editing by Pod About It Productions @dougbranson
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In this third installment of the âSales Training Dumpster Firesâ 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, âYou lose your best salesperson and, most of the time, you get a mediocre sales manager.â
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. âTo be a great salesperson is completely different than being a great sales leader,â 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 Donât 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 Forbesâ Coaches Council since 2019.
Music and Editing by Pod About It Productions @dougbranson
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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 youâre 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 - Kellyâs 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 arenât 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 successEnjoy the episode, and don't forget to like, subscribe, and share! For more information, visit businesslockerroom.com or email Kelly at [email protected].
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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 successâeffective 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 Donât 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 Forbesâ Coaches Council since 2019.
Music and Editing by Pod About It Productions @dougbranson
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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 trainingâlike learning how to handle objections or close more dealsâbarely 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 âget better,â 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 changeFollow 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 Donât 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 Forbesâ Coaches Council since 2019.
Music and Editing by Pod About It Productions @dougbranson
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This episode originally aired on April 22nd, 2024
In this episode of Sales [UN]Training, host Kelly Riggs talks with Graham Hawkins, founder of SalesTribe, about why traditional sales training often misses the mark. Hawkins explains how his extensive research into modern buyer behavior revealed that most sales training programs are outdated and ineffective. He highlights the need for a shift toward microlearning and continuous development, rather than the conventional one-size-fits-all approaches. According to Hawkins, sales training must evolve to meet the changing expectations of todayâs buyers, who are more informed and prefer to bypass salespeople when they don't add value.
The conversation also focuses on the importance of sales leaders moving from a directive style to a coaching approach. Hawkins shares his experience working with organizations to map the buyerâs journey and tailor sales strategies accordingly. By focusing on delivering value at every touchpoint, sales teams can create better outcomes and lasting relationships with their customers. This episode challenges listeners to rethink traditional methods and embrace more customer-centric strategies that align with modern sales dynamics.
Key topics discussed:
The Ineffectiveness of Traditional Sales Training and Why It Fails The Changing Role of Buyer Behavior and Its Impact on Salespeople The Shift from Product-Centric to Customer-Centric Sales Approaches The Importance of Microlearning for Modern Sales Teams Why Coaching Is Essential for Driving Long-Term Sales SuccessFollow 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 Donât 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 Forbesâ Coaches Council since 2019.
Music and Editing by Pod About It Productions @dougbranson
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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 approachâusing 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 youâre tired of watching your sales efforts go up in smoke, this episode provides actionable strategies to put out that "dumpster fire" and improve your teamâs 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 donât 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 Donât 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 Forbesâ Coaches Council since 2019.
Music and Editing by Pod About It Productions
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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 Donât 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 Forbesâ Coaches Council since 2019.
Music and Editing by Pod About It Productions @dougbranson
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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 clientâs 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 Donât 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 Forbesâ Coaches Council since 2019.
Music and Editing by Pod About It Productions @dougbranson
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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 Donât 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 Forbesâ Coaches Council since 2019.
Music and Editing by Pod About It Productions @dougbranson
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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 Donât 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 Forbesâ Coaches Council since 2019.
Music and Editing by Doug Branson and Pod About It Productions
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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 companyâs values and have the discipline to focus on prospecting and customer engagement. Brian highlights the importance of avoiding âprofessional visitorsâ 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 teamsâ 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 Donât 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 Forbesâ Coaches Council since 2019.
Music and Editing by Doug Branson and Pod About It Productions
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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. Kellyâs 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 teamsâ 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 Donât 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 Forbesâ Coaches Council since 2019.
Music and Editing by Doug Branson and Pod About It Productions
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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 sellerâs agenda rather than addressing the customerâs needs. Kelly emphasizes the importance of having clear objectives for each sales call, understanding the customerâs problems, and tailoring the conversation to uncover critical information and decision-makers.
Kelly also shares personal anecdotes and best practices, including the concept of âcurbside coachingâ 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 Donât 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 Forbesâ Coaches Council since 2019.
Music and Editing by Doug Branson and Pod About It Productions
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In this special compilation episode of Sales [UN]Training titled âSales Process Playbook: 7 Key Insights on Training, Coaching, and Executing a Sales Process,â 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 âwinging itâ 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 Donât 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 Forbesâ Coaches Council since 2019.
Music and Editing by Doug Branson and Pod About It Productions
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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 clientâs 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 Donât 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 Forbesâ Coaches Council since 2019.
Music and Editing by Doug Branson and Pod About It Productions
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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 Donât 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 Forbesâ Coaches Council since 2019.
Music and Editing by Doug Branson and Pod About It Productions
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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 AIâs 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 teamâs 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 McNaughtonâs 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 AIâs 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 Donât 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 Forbesâ Coaches Council since 2019.
Music and Editing by Doug Branson and Pod About It Productions
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