Sales [UN]Training

In this episode of Sales [UN]training, host Kelly Riggs reveals why so many sales training efforts end up wasted. Kelly breaks down the common misconceptions about sales training, unveiling the truth behind why many approaches don't work. He explains the importance of context, individualized coaching, and understanding the root problems that need to be addressed, rather than just throwing money at generalized training solutions. Is sales training actually transforming your organization, or are you simply looking for a quick fix? In the second half of the episode he elaborates on the systemic challenges associated with sales training and 3 considerations you should make before beginning a new sales training process. Whether it's dealing with closing problems, prospecting issues, or finding the right solution presentation, the episode offers a thorough analysis of the complexities involved. Kelly’s insights on tailoring training to specific situations and the need for sales leaders who can coach and reinforce will resonate with anyone looking to make significant and dynamic changes in their sales process. If you want to move beyond a mere band-aid approach to sales training, this episode is a must-listen. What do you need to think about to make you annual sales meeting training session effective? (1:29) Is lack of sales training your actual problem or is it something deeper? (5:00) The problem with "silver bullet" training (9:52) 3 things you should carefully consider BEFORE starting your training (15:34) 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

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. 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

In this episode of Sales [UN]training, host Kelly Riggs delves into the often overlooked aspects of hiring and training salespeople. Kelly challenges the traditional approach to hiring, asking the critical question: "What exactly are you hiring salespeople to do?" He argues that clarity in expectations and defining success are crucial to building a high-performing sales team. Kelly also explores the importance of creating a culture of success within your sales team. He emphasizes the need for clear communication during the interview process, setting high standards, and providing structured guidance. If you're a sales leader looking to transform your team and crush your numbers, this episode is a must-listen. Kelly's insights will challenge your current practices and provide you with a roadmap to create a dynamic, results-driven sales team. How well do you train your sales leaders? (1:41) Do you know what you hired them to do? (3:44) Keep score! Numbers are a part of the process. (6:18) Getting people onboarded starts with the INTERVIEW process. (12:40) Creating an employee scorecard (14:27) There is no place to hide bad talent. (18:23) 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.

In this episode of Sales [UN]Training, hosted by Kelly Riggs, our guest David Brock shares his insights on why traditional sales training methods often fall short and how curiosity can be the missing link between your team's current performance and crushing their number. Brock, the CEO of Partners in EXCELLENCE and an experienced sales expert, discusses the importance of curiosity, critical thinking, and problem-solving skills in sales. He highlights the need for salespeople to focus on understanding the customer's business and their specific needs, rather than simply pushing for product sales. With captivating anecdotes and practical advice, Brock offers a fresh perspective on how sales training can be reimagined to truly empower salespeople and enable them to effectively connect with customers. Watch OR listen wherever you are: https://linktr.ee/salesuntraining Throughout the episode, Riggs and Brock delve into the misconception that sales training revolves solely around product knowledge and selling techniques, exposing its limited efficacy in driving success. They emphasize the significance of developing financial acumen and business expertise among sales teams to establish credibility and have meaningful conversations with customers. The importance of cultivating curiosity and collaborative discussions both within the organization and with customers is explored as a means to stand out from competitors. With an insightful exchange of ideas and thought-provoking examples, this episode challenges the traditional sales training approach and offers valuable strategies for transforming sales performance. 2:00 - Why are things like a business and financial acumen even important to a salesperson? 8:00 - The enormous opportunity of admitting that they way you've been doing things is broken 12:00 - Connecting financial acumen to the customer's experience 16:44 - Training is important but we're training the wrong skills 20:45 - The power of collaborative conversations and curiosity 23:00 - What can you do right now to change your company's sales culture? 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.

In this episode of Sales [UN]Training, host Kelly Riggs breaks down the complexities of preparing a new salesperson to reach their maximum potential. He discusses why most sales training strategies fall short and the repercussions of sending an ill-prepared salesperson out into the field too soon. Riggs challenges the traditional approach that many companies take towards sales training and offers an in-depth analysis of systemic issues that stifle development and lead to high turnover rates.  Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Riggs introduces the idea of "five major buckets of information" that a salesperson needs proficiency in, including product information, company systems, industry jargon, selling skills, and business acumen. Through this lens, he communicates how to strategically sequence training and instill confidence in new hires. If you've ever felt that your sales training process could use a revamp, or you're a new salesperson looking for some insight, then this episode promises to offer enlightening perspectives you won't want to miss. How long does it take to train a new salesperson? (0:00) A lot of work and no money. (2:15) How long does it take to develop a good sales leader? (4:35) Do you really want an inexperienced sales rep? (6:55) The problem with training and development. (9:04) How long does it take to make solo sales goals? (13:01) What does it take to be successful? (14:29) How long does it take to develop sales skills? (17:05) What does it take to get people ready for the field? (19:28) Systems and Processes. (21:27) 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.

In this episode of Sales [UN]Training, host Kelly Riggs speaks with David Newman, sales strategist and bestselling author of "Do It! Selling". They discuss how having the right mindset and a structured sales process can boost sales performance and success. Newman shares his insights on the importance of being a better person, putting prospects at the center of the sales process, and having the right come-from ( serving before selling mindset), which helps greatly in making conversations with prospects fruitful. "When you act like a person, then more sales will happen." Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining The two also dive deep into understanding sales processes and how they impact an individual's sales mindset. Newman shares his approach to creating a reliable and repeatable sales process using a simple step-by-step system, which involves understanding the buyer's experience and tailoring the context and content of each step to suit the prospect's needs. The importance of sticking to the sales process is emphasized, as they discuss the difference between clean wins, sloppy wins, clean losses, and sloppy losses in sales transactions. The episode is full of valuable insights and tips on achieving success in sales through mindset and sales processes.  On this episode... If mindset is so important to sales, why isn't more of a focus in training? - 2:32 Why prospects need to be at the center of the sales process. - 4:52 Cooking up a sale with love - 7:26 A good pipeline makes you brave - 9:00 How sales training can go awry - 11:10 What is the ideal buyer experience? - 14:56 What does mindset have to do with the sales process? - 16:58 If you don’t have a sales process, you can't tell me where you went wrong. 18:33 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.

In this informative episode of Sales [UN]Training, host Kelly Riggs dives into the critical role of sales coaching in transforming sales performance and why many sales leaders struggle to execute it effectively. Kelly shares eye-opening data on the importance of sales coaching and the lack of effectiveness that plagues many sales managers. With a focus on building trust and investing in personal relationships with salespeople, Kelly explains the crucial elements needed to help sales teams reach their full potential and bring about meaningful change. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Drawing from his extensive experience in sales training and leadership, Kelly provides valuable insights on how sales coaching should be approached to create lasting habits and promote growth. Moving beyond the idea of merely telling someone what to do, he sheds light on the importance of providing specific guidance and being hands-on in the development process. By challenging the traditional methods of sales training, this episode of Sales [UN]Training is packed with useful tips and strategies to help sales managers improve their coaching prowess and empower their teams to excel. On this episode... Why sales coaching is critically important to success. - 0:00 If you want players to get better you have to have someone who can help them grow. - 2:05 The best players typically make bad coaches. - 3:54 Coaching isn’t standing on the sidelines. - 5:25 Sales coaching is about specifics. - 7:49 Effective Sales Coaching begins and ends with relationships. - 10:04 The word “management” is not about holding people’s hands, it is about showing them how to do things differently. - 12:32 The 4 most dangerous words in an leader's vocabulary - 16:08 You’ve got to help people shape a path. - 19:27 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.

In this episode of Sales on Training, Kelly Riggs talks to Dave Kurlan, founder of Objective Management Group, about the traits that separate top salespeople from the rest and why sales training often fails. As Dave puts it, "closing is overrated." Instead, top salespeople focus on understanding the problems their clients face and provide value in their solutions. Dive into the secrets behind the success of the elite sales professionals as Dave shares, "They want to make sure that if they're going on a meeting, they know exactly who they're meeting with, why they're meeting with them, and that person wants to meet with them." Dave Kurlan is a best selling author, top rated speaker and earned the Bronze Medal for Top Sales & Marketing Thought Leader for 2015.  He was inducted into the Sales & Marketing Hall of Fame in 2012.  Dave is the founder and CEO of the Objective Management Group, Inc. (OMG), the leading developer of sales force evaluations and sales candidate assessments, headquartered in Westboro, Massachusetts. OMG was named the Top Sales Assessment Tool for 2011 - 2015. He is also the CEO of Kurlan & Associates, a global leader in sales force development. He is an expert in all facets of sales, sales leadership, sales strategy, sales process, sales recruiting, sales training, coaching and consulting. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining On this episode.. The Origin and Development of Objective Management Group's Sales Candidate Assessment (1:39): Dave talks about how he built the sales-specific assessment in 1990 and how it has evolved over time. The Differences and Validity of Various Sales Assessments (8:02): Dave explains the different levels of validity in assessments, such as face validity, construct validity, and predictive validity. He highlights how the OMG Sales Candidate Assessment's predictive validity sets it apart from other assessments on the market. Sales Training Challenges and Opportunities (9:39): Both Kelly and Dave discuss the importance of taking a consultative approach in sales training and how closing is often overrated. Traits That Set Top Salespeople Apart (13:13): Dave shares insights into the specific competencies and traits that separate the top 5% of sales professionals from the rest, highlighting the importance of belief systems, sales DNA, and the ability to reach decision-makers. The Elusive Sales "Unicorn" (21:07): Kelly and Dave explore the concept of the born salesperson or the "unicorn," discussing how rare it is to find such individuals and the importance of identifying and developing talent in-house. 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.

The definition of insanity is doing the same thing over and over expecting a different result. We don't put up with it in our personal lives, why do we put up with it in our sales training? In this eye-opening episode of Sales [UN]Training, host Kelly Riggs dives deep into the world of traditional sales training and why it often fails to produce the desired results. Riggs highlights the reliance on product-centric training and lack of practical experience, resulting in salespeople being ill-equipped to persuade and influence potential clients. Join Kelly as he exposes the flawed training system and scrutinizes the current state of sales coaching, emphasizing how these common mistakes lead to unhappy sales leaders, salespeople and lower sales numbers. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Riggs goes beyond merely identifying the problems, he also offers valuable solutions to overcome these systemic challenges. He details three specific strategies to change the focus from product education to empowering salespeople to effectively sell outcomes and create meaningful change within organizations. Tune in to this engaging episode of Sales [UN]Training as Kelly Riggs provides a fresh perspective on how to successfully rewire your sales brain and transform your sales performance. On this episode.. The definition of insanity is doing the same thing over and over expecting a different result. - 0:00 How do you train NEW salespeople? - 1:22 What’s the typical approach to product training & what do you train on? - 2:43 Selling is not talking about a product, selling is influence. - 7:26 If your salespeople don’t follow a defined process, you’re just making it worse. - 13:40 You might hate it. Your people might hate it. But it's your most effective tool. Role play. - 15:33 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.

Sales training doesn't work. The stats prove it. The problems are clear. What prevents us from fixing it? A large part of the problem with sales training is due to a systemic issue within organizations. Many companies invest large amounts of money into sales training, but don't see significant results due to underlying issues within their structure and systems. One problem is the reactive and sporadic nature of sales training in many organizations. Training is often done reactively when sales are down, rather than as a well-planned, ongoing strategy. Additionally, many organizations do not accurately measure the impact of their sales training, rendering it less effective. Organizations should focus on addressing their core systemic problems in order to achieve better results with sales training. Implementing a training process that is well-structured and consistent will lead to a more effective and long-lasting impact on sales teams. As Pogo, a famous cartoon strip from the late 40s to the mid-70s quotes, "Having lost sight of our objectives, we redoubled our efforts." Subscribe for more specific challenges and solutions for sales training in organizations. Subscribe to the podcast on YouTube: youtube.com/kellyriggs On this episode.. Why sales training doesn’t work. 0:00 Three out of four salespeople are failing, falling short of their revenue. Sales training doesn't work. What’s wrong with sales training? What are the root causes of the failure? 6:13 The systemic problems that prevent sales training from being effective. $70 billion spent on sales training. The sales training myth. Why sales training doesn't work for you. When do sales people train? 11:34 One of the biggest challenges in sales training. The importance of having a sales leader. How do you test your people’s progress? 13:54 One of the biggest obstacles to sales training change. How to test progress in change. The results you’re getting are not the results you should be getting. 16:17 The importance of addressing the core systemic problems. 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.