The Black Hole of Sales Training and the Value of Training Your People to Plan

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