If You Don't Know Where You're Going, Where Will You Wind Up?

In this episode of Sales [UN]Training, host Kelly Riggs delves into the critical importance of having a detailed plan for sales success, starting with a notable quote by Yogi Berra: "If you don't know where you're going, you might wind up someplace else." Kelly emphasizes the surprising fact that many salespeople lack a concrete strategy to meet their revenue goals, sharing insights from his extensive experience. Through engaging stories and practical examples, he highlights the pitfalls of not strategizing and the misconception that hard work and product knowledge alone can lead to success.

Kelly further explores the necessity for sales teams to recognize the gap between their current performance and their targets. He advocates for a systematic approach to planning, including setting clear objectives, understanding customer value, and effectively managing sales funnels. He challenges listeners to distinguish between mere objectives and actionable plans, stressing that recognizing and closing the 'delta' is crucial. The episode encourages sales professionals and managers to adopt a disciplined, data-driven approach to selling, aligning efforts with achieving revenue goals. Kelly's advice on actionable strategies to bridge performance gaps is invaluable for those looking to improve their sales outcomes.

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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 @dougbranson and Pod About It Productions