What Passes for Sales Coaching is Comical

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.

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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.