Sales Training Without Accountability is a Waste of Time

In this episode of "Sales [UN]Training," host Kelly Riggs welcomes renowned sales expert Mike Weinberg, author of several influential sales books including "The First Time Manager: Sales." The episode centers around the critical theme of accountability in sales, a topic that resonates deeply with sales managers and teams. Mike Weinberg emphasizes the pivotal role of accountability in sales success and dismantles common misconceptions around it.

The discussion begins with a focus on the challenges faced by first-time sales managers, particularly in establishing a culture of accountability. Weinberg shares his experiences and insights from his book, stressing that accountability must start with the manager before it can be expected from the sales team. He argues that sales is inherently results-driven, and without a clear focus on goals and outcomes, a high-performance sales culture cannot be cultivated.

The conversation then shifts to the practicalities of implementing accountability, with Weinberg advocating for regular, focused one-on-one meetings. These meetings, he suggests, should not be lengthy or convoluted but rather focused on factual data review and pipeline health. This approach encourages salespeople to take ownership of their performance and results.

Kelly and Mike emphasize the difference between being a top salesperson and an effective sales leader. They conclude that transitioning from individual sales success to leading a team requires a significant mindset shift, with a focus on coaching and developing others rather than continuing as a 'super doer.'

In this episode...

4:40 - Focus on RESULTS rather than effort

9:00 - Mike confornts a manager who doesn't confront his underperformers.

12:00 - How you can hold your team accountable in ONE meeting per month

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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