The 1st Step in Changing the Way You Train Salespeople

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 Kelly Riggs pulls no punches as he dismantles the outdated, product-centric approach to sales training.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