Sales [UN]Training

In this episode of Sales [UN]Training Kelly challenges traditional sales training methods, highlighting the importance of understanding customer needs before diving into product details. He emphasizes a customer-centric approach, where understanding the client's industry and challenges is key to offering relevant solutions. It's time for a paradigm shift in sales training, moving away from product-focused strategies to methods that foster meaningful relationships and effective problem-solving, aiming to change the negative perception of sales roles and improve sales effectiveness through genuine client engagement. 1:55 - The Reason Our Profession is Hated By So Many 6:24 - Why do so many training programs START with the wrong thing? 14:43 - Don't use "solutions" as a substitue for "product" 18:19 - Immerse your team in experience before product 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 @dougbranson and Pod About It Productions #sales #selling #salestraining

Today's sales industry faces significant challenges, chief among them being high turnover rates and a concerning trend of low quota attainment. A closer look at these issues reveals a deeper problem – a widespread deficiency in structured sales management and coaching. This gap in professional development is often overlooked, yet it has profound implications on the performance and retention of sales teams. Can technology, specifically advances in artificial intelligence, help sales teams close these gaps?  In this insightful episode of "Sales [UN]Training," host Kelly Riggs welcomes special guest Alex McNaughten, Founder & Co-CEO of Grw AI. The episode starts with a critical discussion on the persistent issues plaguing the sales industry - notably, the high turnover rates and low quota attainment among salespeople. McNaughten, with his extensive experience in sales and as a founder of multiple companies, offers an in-depth analysis of these challenges. He pinpoints the lack of proper sales management and coaching as key factors contributing to these systemic issues. McNaughten emphasizes that an overwhelming majority of sales managers receive no formal training in sales management, and a significant portion of sales teams lack regular sales coaching. The episode then shifts to the role of technology in enhancing sales management. McNaughten introduces Grow AI, a tool designed to assist sales leaders in managing their teams more effectively. He explains how Grow AI's AI performance coach, Taylor, helps conduct weekly conversational one-on-ones with sales team members, providing insights and coaching feedback. For those interested in exploring further, McNaughten can be found on LinkedIn and through his newsletter, The R Word, and the RevUp Sales Podcast. Visit Grw AI at www.grw.ai for more information on the technology discussed in the episode. 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 @dougbranson and Pod About It Productions

When a top sales performer is elevated to a leadership role, the transition can often be turbulent and fraught with unexpected challenges. This scenario, common in the sales industry, reveals a critical oversight: the assumption that success in sales seamlessly translates to effective leadership. This belief overlooks the distinct skill sets required for leading a team, a theme that resonates deeply within the sales community. In the latest episode of the Sales [UN]Training podcast, host Kelly Riggs delves into a topic that resonates deeply within the sales community: the precarious journey of transitioning top sales performers into leadership roles. Kelly lays out why this is such a challenge and what you can do to make sure your next hire doesn't have to be your next fire.  The journey from a star salesperson to a successful leader is not straightforward. It requires more than just a stellar sales record; it demands emotional intelligence, the ability to influence, and, most importantly, the skill to nurture and develop others. Often, the attributes that make someone a great salesperson – like individual competitiveness and a focus on personal targets – do not necessarily align with the qualities needed in a leader, such as empathy, coaching ability, and a focus on team development. 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 @dougbranson and Pod About It Productions #sales #selling #salestraining

In this thought-provoking episode of Sales [UN]Training, host Kelly Riggs delves into the contentious topic of role play in sales training. Riggs challenges the common aversion to role play, arguing that its unpopularity stems not from the concept itself but from ineffective implementation. He emphasizes that role play, when done correctly, is an essential tool for skill development, allowing salespeople to refine their techniques in a controlled environment before interacting with customers. Kelly shares practical insights on how to reframe and conduct role play effectively. He advocates for renaming it to "skills practice" to avoid negative connotations and focuses on creating realistic scenarios that mirror actual sales situations. Riggs underscores the importance of practice in honing sales skills, noting that without it, salespeople are essentially practicing on their customers, often with suboptimal results.  In this episode 3:21 - If your people are practicing on your customers here's what's REALLY happening 6:56 - The pressure to perform distracts from the practice itself 10:20 - If they do it in role play, they will do it front of a customer 13:00 - 3 things to do when setting up role play so that you can actually get tangible, observable benefits from the process? 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 @dougbranson and Pod About It Productions #sales #selling #salestraining

In this episode of Sales [UN]Training, host Kelly Riggs engages in a thought-provoking conversation with Paul Fuller, CRO of Membrain. Fuller brings a wealth of experience from founding and leading successful growth organizations and has a deep understanding of B2B sales dynamics. The episode dives into the systemic issues plaguing traditional sales training, advocating for a more holistic approach that goes beyond mere checklists of skills and product knowledge. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Fuller emphasizes the importance of a three-pronged strategy in sales organizations, comprising talent, transformation, and technology. He argues that simply having a CRM system isn't enough; it's about empowering salespeople through the right training, processes, and technological tools. Fuller's insight into building sales teams focuses on creating leaders who can sell, rather than just driving sales behaviors. This approach, he suggests, fosters leadership, service, and wayfinding skills, integral to sales success. The conversation also touches on the pitfalls of episodic, disconnected sales training, highlighting the need for continual learning and coaching aligned with a clear 'why.' Get more Kelly: www.BizLockerRoom.com. Riggs and Fuller explore the critical role of sales leaders in reinforcing training and establishing a culture of continuous development. They conclude with Fuller's three key tips for transforming sales training: focusing on leadership development, ensuring constancy in training efforts, and reinforcing learning through integrated technology. The episode is a treasure trove of insights for anyone looking to revamp their sales training methodologies and build high-performing sales teams. 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.  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

Legendary author Dave Kurlan discusses creating predictability and consistency in sales. Emphasizes importance of desire and commitment, strong sales process, and discovery. Shares a study showing high commitment leads to sales success. Insightful for sales leaders aiming for team consistency.

Happy Holidays! Enjoy this episode that originally aired in August of 2023. We'll be back with new episodes beginning January 8th! Have you ever wondered why people seem to dislike salespeople so much? In this episode of Sales [UN]training, host Kelly Riggs digs into this question with Jeff Bloomfield, author of Neuroselling. They discuss how traditional sales training focuses too much on arming sales reps with facts, figures, and benefits while ignoring the human factor. This leads to sales conversations that feel manipulative rather than relationship-driven. Jeff explains how the brain's biology contributes to change resistance and fear of risk, making prospects instinctively want to cling to the status quo. He shares insights on how to structure sales conversations in a way that resonates emotionally first before logically justifying with data. Kelly and Jeff also talk about how sales reps must shift to a mindset of serving the customer's needs rather than pushing their own agenda. If you want to understand the science behind more effective selling, don't miss this engaging discussion. Most salespeople inadvertently show up and communicate in a way that refutes relationships. (1:22) Why do people hate salespeople? (4:43) "The order matters" the biology behind why people buy (6:54) People buy emotionally and justify logically. (9:57) The biology of change and change resistance. (13:59) What is the quantifiable risk of change? (17:17) 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.

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 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

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

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. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining 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