When Sales Leaders Are the Weak Link in Sales (Part 3)

In this final installment of the three-part series "When Sales Leaders Are the Weak Link in Sales," Kelly Riggs reveals the 2 big blunders newly promoted sales leaders typically make and how to fix them. The episode begins with Kelly acknowledging a critical issue: sales leaders often ascend to their positions due to their prowess in sales, not necessarily for their leadership or managerial skills. He identifies two major blunders that new sales leaders commonly make, which can severely impact their team's performance.

The first blunder is when sales leaders, due to their success in sales, step in and close deals themselves instead of coaching their team to do so. Kelly shares personal experiences and insights on this tendency, highlighting how this approach limits the team's development and overall productivity. He emphasizes the importance of understanding the role shift from being a top salesperson to a leader who needs to develop and empower their team.

The second blunder addresses sales leaders who over-correct and lean too heavily into management, getting lost in spreadsheets, budgets, and CRM systems. Here, Kelly warns against losing sight of the primary goal of a sales leader: developing effective salespeople. He suggests that sales leaders need to strike a balance between managing and coaching their team, focusing on developing their skills and performance.

Throughout the episode, Kelly offers practical advice for overcoming these challenges. He advocates for clear communication of role expectations, proper training in leadership skills, and the need for mentorship and coaching for new sales leaders. Kelly's insights provide valuable guidance for anyone stepping into a sales leadership role or looking to improve their existing leadership skills.

Timestamped Shownotes

• 4:15 - Discussion on the first major blunder: stepping in to close deals instead of coaching the sales team.
• 7:00 - Analysis of the second major blunder: overly focusing on management tasks at the expense of sales team development.
• 12:51 - 3 Strategies to fix a weak sales leader

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 Doug Branson and Pod About It Productions