When Sales Leaders Are the Weak Link in Sales (Part 2)

In this episode of Sales [UN]Training Kelly Riggs discusses into the critical role of sales leaders play in quickly getting new salespeople up to speed. He highlights three key areas where sales leaders often fall short, impacting the overall effectiveness of sales training and onboarding processes. He emphasizes the importance of a detailed onboarding process, teaching new salespeople to ask insightful questions, and sharing success stories to provide context and inspiration.

Without a structured approach to onboarding, sales leaders risk leaving success to chance. He stresses that sales training should go beyond basic product knowledge, focusing on integrating products into real-world contexts and teaching salespeople to engage in meaningful dialogues with prospects. Riggs also points out a common oversight in sales training - the lack of sharing success stories - which can be a powerful tool for new salespeople to understand the practical application and impact of their products or services. The episode is a must-listen for sales leaders and professionals looking to enhance their training methods and achieve better results.

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• 2:50: The lack of detailed onboarding processes in most sales orgs and its consequences.
• 7:15: The importance of teaching salespeople to ask insightful, context-driven questions. How much do they need to know?
• 10:41: The role of success stories in sales training and their impact on new salespeople.
• 15:00: 3 step strategy for improving your onboarding process

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