75% of Your Team is Failing—Here's Why Sales Training Doesn't Stick (and What to Do About It) | Sales Dumpster Fire #5

Sales training fails when it becomes a box to check instead of a culture to create. Kelly explains how sales leaders set the tone, and why your team’s lack of engagement might just be your fault.

Three out of four salespeople are missing quota. But it's not always because they're lazy, unmotivated, or disinterested—often, it’s because sales leadership is dropping the ball.

In this episode of Sales [UN]Training, Kelly pulls no punches. He lays out why traditional sales training often turns into a total dumpster fire, how sales leaders are enabling it, and what it actually takes to build a high-performance sales culture. From setting clear expectations during hiring, to eliminating excuses for skipping training, to understanding the difference between exposure and behavior change—Kelly breaks down why engagement starts at the top. You'll hear exactly what role coaching plays, why notebooks should be mandatory, and how to create real accountability around learning. He even offers a pro tip for using books to level up your team (without boring them to death).

If you’ve ever said “we tried training, but it didn’t work,” this episode is a wake-up call. Leadership isn’t about control—it’s about clarity, standards, and consistency. And it starts with you.

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