Sales [UN]Training

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Are you frustrated that your company's sales training doesn't seem to be working? In this episode, host Kelly Riggs explains why sales training often falls short and what needs to change. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly draws an interesting analogy between ineffective sales training and leadership training. Just as many leadership training programs fail to boost employee engagement, sales training initiatives frequently don't improve sales rep performance. Kelly argues that in both cases, the objectives are unclear and the training is too abstract and conceptual. He advocates for more contextual, experiential training focused on driving behavioral change. Kelly lays out four specific things organizations can do, from hiring learners to effective coaching. If you want to understand why sales training fails and how to make it more impactful, don't miss this episode. Leadership training and employee engagement. (3:51) Leadership training challenges and objectives. (9:21) Sales and leadership training challenges. (13:14) Effective sales training and coaching. (19:00) 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

In this episode of Sales [UN]Training with your host, Kelly Riggs, dive deep into the transformative challenges facing the modern sales world. Kelly delves into the stark realities of sales teams in an average economy and stresses why only a few can achieve consistent growth year over year. Drawing parallels with Colorado head coach Deion Sanders' radical approach to rebuilding a struggling football program, Kelly discusses the importance of hiring unique talent, the distinct difference between a great salesperson and a great sales leader, and the need for a bulletproof sales process. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Tune in to hear why transformation is a daunting but achievable task, and discover the systemic problems in the corporate world that often go overlooked. If you're committed to understanding and redefining your sales approach, this episode promises to completely rewire your sales brain. Don't miss it! 3:43 - Deion Sanders' radical leadership and what it means for your sales team 6:05 - Transforming sales results through drastic changes. 11:41 - 3 areas you can address RIGHT NOW to improve sales results 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 Pod About It Productions and Doug Branson

Dive into this enlightening episode as Kelly Riggs challenges the age-old beliefs surrounding the quintessential skill every salesperson should master. For years, the common notion was that listening took the crown, but Kelly has an unexpected twist to share. Is simply listening enough, or is there a deeper art to creating dynamic dialogues in sales? Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining  Unpack the true essence of creating a productive back-and-forth, the pitfalls of mere question-asking, and the intriguing concept of 'whitespace' that has salespeople on edge. Kelly warns of the unforeseen dangers lurking in conventional sales training methods and offers invaluable insights that just might reshape your entire sales strategy. Don't miss this game-changing discourse! 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 the latest episode of Sales [UN]Training with Kelly Riggs, we're diving deep into the truths and myths about sales training with special guest Larry Levine from Selling From the Heart. Do you ever wonder why most sales training seems to fail and why so many salespeople can't meet their revenue targets? Larry has some candid thoughts on why traditional sales training is a recipe for disaster and how being 'product-centric' can actually be a setback.  Larry Levine is the best-selling author of Selling from the Heart and the co-host of the Selling from the Heart Podcast. With 30 years of in-the-field sales experience within the B2B technology space, he knows what it takes to be a successful sales professional. In a post-trust sales world, Larry Levine helps sales teams leverage the power of authenticity to grow revenue, grow themselves and enhance the lives of their clients. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining  We also get real about what it truly means to build relationships in the sales world. Larry shares invaluable insights on why many salespeople miss the point of relationship-building and end up getting ghosted by prospects. If you've ever been puzzled by the disconnect between what sales training preaches and what actually works in the field, this episode is for you. Prepare to unlearn what you think you know about sales, because we're about to turn your approach upside down. Don't miss it! 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 we dive into the vital yet often overlooked world of practice within the sales industry. Kelly begins by likening the importance of practice to Allen Iverson's famous press conference, emphasizing that true success doesn't solely happen on the game floor but starts with repetition, consistency, and comfort with your product. He also tackles the common excuses that prevent sales teams from engaging in roleplay, thereby hindering their growth and performance. Listen in to learn how a process-driven approach, guided by real customer interactions, can build a solid foundation for your sales conversations. But Kelly doesn't stop there; he goes deeper into the systemic issues within many sales organizations, explaining the importance of allowing sales teams to perfect their craft rather than merely practicing on potential customers. With personal anecdotes and proven strategies, Kelly stresses the need for sales leaders to rewire their sales brain, empowering and giving time to coaching and training, rather than relying solely on sheer willpower. Whether you're a sales leader, a beginner in the field, or a seasoned professional, this episode promises to transform the way you approach your craft, offering valuable insights to help you get the results you deserve. Subscribe to Sales [UN]training and don't miss out on this enlightening conversation! The excuses that prohibit sales leaders from roleplaying. (2:13) Roleplay doesn't have to be embarassing (8:27) Developing a practice process (13:17) Why you should be practing WITH your sales staff (19:36) 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, 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.