What Happens When Your Sales Reps Don't "Practice"??

In this episode of Sales [UN]training we dive into the vital yet often overlooked world of practice within the sales industry. Kelly begins by likening the importance of practice to Allen Iverson's famous press conference, emphasizing that true success doesn't solely happen on the game floor but starts with repetition, consistency, and comfort with your product. He also tackles the common excuses that prevent sales teams from engaging in roleplay, thereby hindering their growth and performance. Listen in to learn how a process-driven approach, guided by real customer interactions, can build a solid foundation for your sales conversations.

But Kelly doesn't stop there; he goes deeper into the systemic issues within many sales organizations, explaining the importance of allowing sales teams to perfect their craft rather than merely practicing on potential customers. With personal anecdotes and proven strategies, Kelly stresses the need for sales leaders to rewire their sales brain, empowering and giving time to coaching and training, rather than relying solely on sheer willpower. Whether you're a sales leader, a beginner in the field, or a seasoned professional, this episode promises to transform the way you approach your craft, offering valuable insights to help you get the results you deserve. Subscribe to Sales [UN]training and don't miss out on this enlightening conversation!

The excuses that prohibit sales leaders from roleplaying. (2:13)

Roleplay doesn't have to be embarassing (8:27)

Developing a practice process (13:17)

Why you should be practing WITH your sales staff (19:36)

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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 Doug Branson and Pod About It Productions.