Sales [UN]Training

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

In this thought-provoking episode of the Sales [UN]Training podcast, host Kelly Riggs delves into a crucial yet often overlooked aspect of sales training: the role of sales leaders. Kelly opens by confronting a harsh reality - sales leaders can be the weak link in sales training. He argues that despite their responsibility to develop salespeople's skills and outcomes, many leaders make critical mistakes that hinder the effectiveness of sales training. Kelly emphasizes the substantial investment in sales training ($70 billion annually in the U.S.) but points out the low percentage of elite salespeople (5%), highlighting a systemic issue in sales training and development. He asserts that the problem lies in how salespeople are trained and developed, attributing much of this to the attitudes and practices of sales leaders. Throughout the episode, Kelly identifies three critical mistakes made by sales leaders: Mindset: Riggs challenges the defeatist attitudes often adopted during economic downturns. He criticizes leaders who use the economy as an excuse for poor performance, urging them to foster a culture of resilience and opportunity-seeking, irrespective of external conditions. Skills Development: He observes that sales leaders often 'tell' rather than 'coach', lacking in providing practical, hands-on guidance. Kelly advocates for a more involved approach, where leaders actively engage in developing the skills of their team through practice and repetition, rather than just giving instructions. Process and Planning: Kelly notes a significant gap in strategic planning and execution. He emphasizes the need for detailed, account-level plans to bridge gaps between projected and actual sales figures, criticizing leaders for not requiring or assisting in such detailed planning. Kelly's narrative is not just critical but also constructive, as he provides actionable insights and strategies for sales leaders to rectify these mistakes. He underscores the importance of a mindset shift, enhanced coaching techniques, and rigorous planning processes to improve sales outcomes. The episode serves as a wake-up call for sales leaders, urging them to reevaluate their approaches and adopt more effective strategies to boost their teams' performance. Timestamped Show Notes: [0:00] Introduction: The Harsh Truth About Sales Leaders in Training [6:43] Mistake 1: Mindset Issues Among Sales Leaders [16:34] Strategies for Overcoming Critical Mistakes by Sales Leaders [26:27] Mistake 2: Ineffective Skills Development and Coaching [29:35] Closing Remarks and Episode Wrap-up 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

In this enlightening episode of Sales [UN]Training, hosted by Kelly Riggs, the spotlight is on what is often termed the 'magic bullet' in sales. Riggs challenges the common quest for quick fixes and revolutionary techniques in sales, directing attention instead to a fundamental yet frequently overlooked aspect: planning. He argues convincingly that effective planning is not only essential but can be transformative for sales professionals. Kelly begins by debunking the myth of a singular, revolutionary tool or technique that will skyrocket sales success. He emphasizes that while many salespeople and leaders are searching for this elusive 'magic bullet,' they often ignore the most powerful tool at their disposal: meticulous and strategic planning. He candidly shares his personal experiences, illustrating how a robust planning approach significantly contributed to his success as a salesperson and manager. He recounts his journey from a novice in sales, handed a stack of leads with little direction, to becoming a top-performing salesperson and later a sales manager, largely due to his rigorous planning and execution strategies. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining The episode delves into the common reasons why sales professionals and teams neglect planning. Kelly points out that while planning might seem daunting or tedious, its absence is a key reason for stagnant or declining sales figures. He underlines that planning is not merely creating a to-do list or setting revenue targets; it is about developing a detailed, step-by-step strategy to achieve specific goals. This process involves understanding one's territory, identifying key accounts, and meticulously outlining the actions required to succeed. Key Points: Planning is often overlooked in sales but is crucial for success. Effective planning involves a detailed, step-by-step strategy. Sales success requires more than just hard work; it requires strategic action. 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 #sales #selling #salestraining

One of the most difficult things on the planet is consistently identifying and hiring high performing salespeople. We get fooled. A LOT! In this episode of Sales [UN]Training, host Kelly Riggs tackles the challenge every sales manager faces: hiring and developing effective salespeople. From the dangers of elevating top sales reps to managerial roles without proper training, to the pitfalls of the hiring process, Kelly provides insights that will make you rethink how you identify high-performing talent. Discover the rigorous methodologies that can significantly improve your chances of hiring salespeople who are not just skilled but committed to the craft. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly also discusses the imperative of onboarding and training with purpose and rigor. Learn why most sales training programs fail and what you can do to turn the tables. Kelly shares compelling data on what sets top 10% salespeople apart and offers actionable strategies for developing a sales team that's not just filling seats but is truly geared for success. Tune in for an episode that promises to reshape how you think about sales talent development. 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

In this episode of Sales [UN]Training, host Kelly Riggs talks with James Muir, author of The Perfect Close, about the common reasons sales deals get stuck and how to prevent or unstick them. They discuss how poor sales training leads reps to focus too heavily on product features rather than uncovering the customer's core problems and facilitating good decisions. Muir explains that salespeople often wrongly assume stuck deals are due to issues on the buyer's end, when in reality it's usually because of mistakes in the sales process - like bad targeting, not properly qualifying leads, and failing to address client concerns. He outlines the main reasons deals get stuck - sales issues, client indecision, and business case problems - and provides tactics to diagnose and address each one.  Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Today's podcast stresses the importance of training reps to lead conversations with discovery rather than leading with product info. Salespeople tend to overlook the emotional drivers in buyer decision making, and sharing ways to minimize risk and uncertainty can get stalled deals moving again. 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