Sales [UN]Training The No. 1 Reason Sales Training Fails
The definition of insanity is doing the same thing over and over expecting a different result. We don't put up with it in our personal lives, why do we put up with it in our sales training?
In this eye-opening episode of Sales [UN]Training, host Kelly Riggs dives deep into the world of traditional sales training and why it often fails to produce the desired results. Riggs highlights the reliance on product-centric training and lack of practical experience, resulting in salespeople being ill-equipped to persuade and influence potential clients. Join Kelly as he exposes the flawed training system and scrutinizes the current state of sales coaching, emphasizing how these common mistakes lead to unhappy sales leaders, salespeople and lower sales numbers.
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Riggs goes beyond merely identifying the problems, he also offers valuable solutions to overcome these systemic challenges. He details three specific strategies to change the focus from product education to empowering salespeople to effectively sell outcomes and create meaningful change within organizations. Tune in to this engaging episode of Sales [UN]Training as Kelly Riggs provides a fresh perspective on how to successfully rewire your sales brain and transform your sales performance.
On this episode..
The definition of insanity is doing the same thing over and over expecting a different result. - 0:00
How do you train NEW salespeople? - 1:22
What’s the typical approach to product training & what do you train on? - 2:43
Selling is not talking about a product, selling is influence. - 7:26
If your salespeople don’t follow a defined process, you’re just making it worse. - 13:40
You might hate it. Your people might hate it. But it's your most effective tool. Role play. - 15:33
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.