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, 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 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