Why Sales Training Fails: A Lesson from Leadership

Are you frustrated that your company's sales training doesn't seem to be working? In this episode, host Kelly Riggs explains why sales training often falls short and what needs to change.

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Kelly draws an interesting analogy between ineffective sales training and leadership training. Just as many leadership training programs fail to boost employee engagement, sales training initiatives frequently don't improve sales rep performance. Kelly argues that in both cases, the objectives are unclear and the training is too abstract and conceptual. He advocates for more contextual, experiential training focused on driving behavioral change. Kelly lays out four specific things organizations can do, from hiring learners to effective coaching. If you want to understand why sales training fails and how to make it more impactful, don't miss this episode.

Leadership training and employee engagement. (3:51) Leadership training challenges and objectives. (9:21) Sales and leadership training challenges. (13:14) Effective sales training and coaching. (19:00)

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