Sales Process Playbook: 7 Key Insights on Training, Coaching, and Executing a Sales Process

In this special compilation episode of Sales [UN]Training titled “Sales Process Playbook: 7 Key Insights on Training, Coaching, and Executing a Sales Process,” Kelly Riggs delves into the often overlooked but crucial concept of the sales process. Joined by esteemed guests Dave Kurlan from Objective Management Group and David Newman, author of Do It! Selling, Kelly draws parallels between football strategies and sales fundamentals, emphasizing the importance of mastering the basics. The discussion highlights the necessity of a structured, sequenced approach in sales, comparing the difference between “winging it” and having a time-tested process. They explore key elements such as sequencing milestones correctly and using scorecards to objectively assess opportunities.

The guests bring valuable insights into common pitfalls in sales processes, like the misconception that a CRM can replace a well-defined sales process. Dave Kurlan stresses the importance of understanding and evaluating sales stages, while David Newman shares practical advice on building best-practice sales processes from initial contact to closing deals. They underscore the need for salespeople to have a detailed plan and enough opportunities in their funnel to achieve revenue goals. This episode is a must-listen for anyone looking to transform their sales approach by grounding it in a robust, replicable process. Tune in for actionable strategies and expert insights that can help elevate your sales game.

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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