Sales [UN]Training

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🌐 Kelly Riggs: https://www.bizlockerroom.com

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NFL Stats That Predict Sales Wins, Win Rates & Pipeline HealthThe First 90 Days: A Better Sales Onboarding Strategy | Kelly Riggs

Kelly Riggs uses the NFL's most predictive statistics (turnovers, explosive plays and red zone efficiency) to show sales managers which numbers really matter. Learn how to stop the unforced errors that kill deals, go after higher-value opportunities and measure your true win rate on qualified deals.

Sales managers love numbers, but which ones actually predict success? On this episode of Sales UNtraining, Kelly Riggs borrows from the NFL to find out. Years ago, Kelly built a spreadsheet to test whether a handful of critical situational statistics could predict which football teams would win. The answer was yes, and the lessons carry straight over to sales leadership.

Kelly starts by revisiting the three types of sales managers: those who try to manage lagging indicators, those who manage activities, and those who manage a plan. Then he breaks down the stats coaches obsess over. Turnovers become the unforced errors that kill deals: poor follow-up, missed commitments, weak qualifying and sloppy discovery. Third-down conversions become the ability to keep a deal moving to the next meeting. Red zone efficiency becomes your true win rate on qualified opportunities, not a number inflated by a bloated CRM.

Kelly also reveals the stat that sharpened his model: explosive plays. In sales, that means going after higher-value opportunities instead of filling the quarter with small deals that feel easier but don't add up. Using last season's results, including how Seattle and New England rose to the top in the playoffs, he shows how a weighted model of turnovers, explosive plays and red zone rank predicted 10 of the 12 top teams.

Finally, Kelly lays out practical next steps for sales managers: clean the junk out of your CRM, define a real sales process with milestones, and start studying the film on the deals you win and lose.

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 Pod About It Productions @dougbranson

Hiring a new salesperson is only the beginning. The real challenge is getting that person productive, confident, and prepared to succeed in the field. In this episode of Sales [UN]Training, Kelly Riggs explains why traditional onboarding programs often fall short and how sales leaders can build a more predictable path to sales performance.

Check out Kelly's FREE Masterclass: ksr.one/mc

Too many companies focus on HR paperwork, internal procedures, and product presentations while overlooking the skills new salespeople actually need to succeed with customers. Flooding new hires with product information doesn't guarantee retention, and sending them into the field without a clear plan often creates the same unproductive sales behaviors buyers have come to expect.

Kelly outlines a better approach to the first 60 to 90 days, starting with context rather than product training. By visiting existing customers, observing products in action, and hearing firsthand how those products solve real problems, new salespeople gain practical knowledge and authentic customer stories they can use in future conversations.

The episode also explores how to teach consultative selling, ask better discovery questions, and resist the temptation to jump straight into product pitches. Kelly explains why rapport alone isn't a relationship, why trust is essential in complex sales, and how consistent contact combined with meaningful value helps salespeople build credibility over time.

Finally, Kelly challenges sales leaders to establish a defined onboarding calendar, measure progress, and coach through repetition and practice. The goal isn't simply to teach new hires what the company sells. It's to help them understand customers, create valuable conversations, develop trusted relationships, and build the habits that lead to sustainable results.

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

If you're a sales V.P. or sales manager looking to improve onboarding, strengthen engagement, and accelerate new-hire productivity, this episode offers a practical framework for making the first 90 days count.

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 @dougbranson

Why isn't sales coaching producing better results? In this episode of Sales [UN]Training, Kelly Riggs explains why effective coaching is one of the most important responsibilities of a sales leader—and why so many managers fail to make it a consistent priority.

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

Research cited in the episode points to a significant opportunity: effective sales coaching can lead to substantial performance improvements. Yet many sales managers spend their days buried in CRM maintenance, pipeline reviews, forecasting, meetings, and administrative work. When does coaching happen, and what does it cost your organization when it doesn't?

Kelly explains why telling salespeople what to do, reviewing deals, helping with pricing, and providing product support are not the same as coaching. Real coaching changes behavior and builds the skills reps need to perform better, even when their managers aren't there.

You'll learn the three essential rules of effective sales coaching:

•

Be Present: Observe live sales calls to understand how reps interact with prospects, ask questions, listen, and identify customer needs. Coach what you actually see rather than what you assume is happening.

•

Be Persistent: Consistency matters. Occasional ride-alongs and sporadic feedback won't reliably replace bad habits with better ones. Salespeople need regular observation, reinforcement, and guidance.

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Practice With Purpose: Help reps improve through intentional practice, from role-play to real conversations at trade shows. Identify the specific skill to work on, prepare before the interaction, repeat the behavior, and look for measurable improvement.

Kelly also challenges sales leaders to reconsider their priorities, make time for coaching, and take responsibility for developing their people.

If you're a sales manager, director, or V.P. of Sales looking to build stronger skills, improve team performance, and create lasting behavior change, this episode offers a practical framework for making coaching count.

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 @dougbranson

Why Is Your Sales Team Underperforming, and How Can You Fix It? In this episode of Sales [UN]Training, Kelly Riggs explains why sales managers struggle to address performance issues and how effective leadership, clear expectations, and accountability can transform sales team performance.

🎧 Follow the audio podcast and watch or listen wherever you are:

https://linktr.ee/salesuntraining

Sales performance problems are inevitable, but ineffective management can make them worse. From micromanagement and frustration to unclear expectations and inconsistent accountability, many sales leaders rely on approaches that fail to create lasting behavior change.

In this episode, Kelly Riggs breaks down the three major causes of performance problems: aptitude, attitude, and access. He explains how to identify the real issues affecting your salespeople and why simply telling employees to improve is not the same as effective coaching.

Kelly also explores why micromanagement damages trust, how anger and frustration fail to correct performance issues, and why many managers struggle to hold employees accountable.

One of the most important lessons in this episode is the power of setting crystal-clear expectations. Sales managers must define the desired results, communicate deadlines, and establish consistent consequences when expectations are not met.

In this episode, you'll learn:

✅ The three major causes of sales performance problems, aptitude, attitude, and access.

✅ Why micromanagement can damage trust and push high-performing salespeople away.

✅ How to set clear expectations for sales activities, responsibilities, and results.

✅ Why frustration and anger are not effective leadership strategies.

✅ How accountability and consistent consequences influence employee behavior.

✅ Why effective sales coaching and training are essential for improving performance.

✅ How to build a stronger sales culture through better leadership and communication.

Whether you're a sales supervisor, sales manager, regional manager, director of sales, or VP of Sales, this episode offers valuable insights into sales management, performance improvement, leadership development, and building a high-performing sales team.

📘 Get Kelly Riggs's new book, Five Power Moves: How Struggling Sales Managers Become Transformational Sales Leaders.

Visit: https://the5pmbook.com

🌐 Get more Kelly Riggs:

https://www.BizLockerRoom.com

Kelly Riggs is an author, speaker, and business consultant who works with executives and companies throughout the United States and Canada. He is widely recognized for his expertise in sales, management leadership, performance coaching, and strategic planning.

A former sales executive, two-time national Salesperson-of-the-Year, and business owner, Kelly has also been a member of the Forbes Coaches Council since 2019. His books include 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.

👍 Enjoying Sales [UN]Training? Like this episode, subscribe to the channel, and share it with a sales manager who wants to improve their leadership skills and sales team performance.

Music and Editing by @dougbranson and Pod About It Productions

In this episode of Sales [UN]Training, Kelly Riggs challenges sales leaders to confront one of the most damaging patterns in sales organizations: focusing on what's outside their control.

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

Economic headwinds. Marketing gaps. Customer service issues. Tariffs. Competition. While all of these factors are real, Kelly makes the case that allowing them to dominate conversations creates a culture of excuses. And once excuse-making permeates a team, performance declines and accountability disappears.

Instead, Kelly outlines four critical areas every salesperson and sales leader can control: decisions, influences, habits, and circumstances. From daily prospecting choices to the people your team surrounds themselves with, these controllable factors shape mindset, skill development, and ultimately win rates. He explains why role play matters, why learning initiative should be non-negotiable in hiring, and why improving win rates even slightly can dramatically impact revenue.

But the responsibility doesn't stop with the sales rep. Kelly emphasizes that the sales leader is the "thermostat" of the culture. If leaders commiserate, make excuses, or tolerate negativity — even from top producers — they risk being held hostage by poor behavior that erodes the team.

This episode is a practical blueprint for sales V.P.s and frontline managers who want to eliminate excuse-making, reinforce accountability, strengthen culture, and build a team capable of performing regardless of external conditions.

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 @dougbranson

Why do so many sales managers struggle to identify and hire truly effective salespeople? In this episode of Sales [UN]Training, Kelly Riggs examines the hiring mistakes that can lead to costly turnover, poor performance and disappointing new hires.

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

Kelly begins by exploring why salespeople can look like "can't miss" candidates during an interview only to become a completely different story months later. He discusses the role of hiring bias, gut instinct and inconsistent processes, and explains why relying on resumes and surface-level impressions can create serious problems.

The conversation also examines the importance of having a repeatable hiring process. Instead of simply asking candidates about their experience, sales managers need to understand how candidates actually sell. Kelly shares specific questions designed to uncover a salesperson's approach to managing opportunities, prospecting and developing new business.

One key theme is curiosity. The same curiosity that makes someone effective in sales can also help a manager become a better interviewer.

Finally, Kelly introduces a powerful question every sales candidate should be prepared to answer: "Why should I buy from you?" The question reveals whether a salesperson can articulate meaningful differentiation rather than relying on generic claims about quality, service or experience.

For sales leaders, this episode offers practical ways to improve interviews and make hiring decisions based on better evidence.

Mike Weinberg podcast: https://mikeweinberg.com/podcast/episode113/

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 @dougbranson

What does it take to become a transformational sales leader? In this episode of Sales [UN]Training, Kelly Riggs turns the microphone over to Jeff Bajorek for a candid conversation about his brand new book, The Five Power Moves: How Struggling Sales Managers Become Transformational Sales Leaders.

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

Kelly explains why he wrote the book, how his years of experience working with sales leaders shaped its five power moves, and why he chose a narrative approach to make the lessons relatable and practical. The discussion explores the challenges sales managers face every day, including accountability, unclear expectations, and the difficulty of getting salespeople to execute consistently.

Kelly breaks down the five power moves: creating clarity, conducting effective one-on-one meetings, using the coaching conversation, developing individual sales plans, and radically transforming onboarding. He explains how these practices connect, why accountability must be built into the leadership process, and why sales managers need courage to establish standards and address performance issues.

The conversation also examines the relationship between trust, accountability, and culture, along with the importance of helping salespeople understand what is expected of them and how to execute. Kelly shares why managing a plan is more effective than simply managing numbers and why onboarding should consistently and predictably create successful salespeople.

If you're a sales manager, sales VP, or sales leader looking for practical ways to improve team performance, this episode offers valuable leadership insights from Kelly's latest book.

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 @dougbranson

Host Kelly Riggs explores why 90% of sales managers struggle with coaching and distinguishes actual skills-based coaching from routine deal reviews . The episode breaks down how sales leaders can master behavioral observation, overcome fundamental coaching mistakes, and build an ironclad mindset in their sales reps .

Why do three out of four salespeople fall short of their revenue goals ? In this episode of Sales Untraining, host Kelly Riggs dives deep into the critical difference between managing daily transactions and actually coaching salespeople to perform autonomously . Backed by Objective Management Group data, Kelly highlights a startling reality: 90% of sales managers are weak in coaching competencies, and 72% of what leaders label as coaching is merely deal reviews, pricing assistance, or administrative support . When executed effectively and consistently, true coaching can unlock top-line revenue increases between 28% and 43% .

Riggs outlines the practical framework sales leaders need to bridge this gap . You will learn why true coaching requires direct behavioral observation, effective questioning using "what" and "how" instead of accusatory "why" prompts, and focusing on one core skill at a time rather than overloading reps . The conversation also covers key traps to avoid, such as using criticism as a substitute for coaching or expecting reps to master new skills without ongoing roleplay and repetition .

Finally, the episode tackles the often-ignored concept of coaching mindset . Selling is inherently tough, and reps frequently struggle with rejection, failure, and corporate friction . Learn how sales leaders can stop validating excuses, build accountability, and foster the mental resilience required to hit targets consistently.

Sales training remains one of the largest investments organizations make, yet sales performance data continues to show disappointing results. Why are so many salespeople missing quota despite the abundance of training programs, technology, and sales tools available today?

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

In this episode of Sales [UN]Training, Kelly Riggs examines the disconnect between sales training investments and actual sales performance. Drawing on research, real-world examples, and years of experience helping organizations improve sales effectiveness, Kelly outlines the three bedrock principles that separate impactful sales training from programs that fail to create lasting results.

First, Kelly explains why context must come before product knowledge. Rather than overwhelming salespeople with information, effective leaders help them understand how customers use products, the problems they solve, and the outcomes they create.

Next, Kelly explores the importance of confirmation. Learning doesn't happen simply because information was presented. Through assessment, testing, and active recall, sales leaders can dramatically improve retention and identify learning gaps before they become performance problems.

Finally, Kelly addresses consistency—the most overlooked component of sales development. From role play and coaching to call reviews and preparation, consistent practice is what transforms knowledge into habits and habits into results.

Whether you're onboarding new salespeople, developing experienced reps, or leading an entire sales organization, this episode provides a practical framework for building a training culture that improves performance, strengthens retention, and creates better sales outcomes over time.

If you're a sales leader looking to get more from your training investment, this episode offers a clear roadmap for doing exactly that.

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 @dougbranson

Sales is hard. Salespeople operate in a highly competitive environment, face constant pressure to perform, navigate different customers and opportunities, and deal with rejection and uncertainty. So why make the job even harder with avoidable mistakes?

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

In this episode of Sales [UN]Training, Kelly Riggs identifies six common "bonehead mistakes" that can create friction, resistance, and lost opportunities. He explains why salespeople often mistake rapport building for a real relationship, talk too much in an effort to control the conversation, and fail to ask the questions that uncover meaningful customer challenges.

Kelly also examines the tendency to sell on the first call, lead with product too quickly, and jump on the first perceived opportunity before understanding whether there is a genuine fit. Another frequently overlooked mistake is failing to secure the next appointment before leaving the current conversation, allowing momentum to disappear.

But the problem isn't only technique. Kelly explores how a salesperson's mindset can dramatically affect performance, particularly when rejection, fear, and pressure begin to influence how they approach customers. He challenges salespeople to stop treating customers as if they are inherently more important and instead recognize the value they bring to the conversation.

For sales leaders, this episode offers an important reminder: developing salespeople means more than product training. Coaching, confidence, professional behavior, curiosity, and a consultative approach all play a role in helping salespeople perform at a higher level.

If you lead a sales team, this episode will give you plenty to consider—and plenty to coach.

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 @dougbranson

What can sales professionals learn from trial attorneys? Quite a bit—especially when it comes to influence, discovery, trust, and the way customers perceive us.

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

In this episode of Sales [UN]Training, Kelly Riggs examines the uncomfortable similarities between attorneys and salespeople. Both professions operate in the business of influence, but the way information is presented can have a major impact on trust. Kelly explores what happens when salespeople emphasize the positives of their solutions while minimizing problems, limitations, delivery issues, or competitive weaknesses. When customers discover something their salesperson failed to disclose, the resulting perception can damage the relationship and potentially cost the deal.

Kelly explains why transparency and proactive communication are critical to sales velocity, particularly when customers are making high-value decisions. He also challenges sales leaders to teach their teams how to avoid looking, acting, and sounding like stereotypical salespeople.

The episode then turns to one of the most important skills in professional selling: discovery. Kelly explains why assumptions can destroy opportunities, why great salespeople remain tactically curious, and why asking follow-up questions is often more valuable than accepting a prospect's first answer. He also addresses the importance of role-play and coaching salespeople to develop better sales dialogue.

The final lesson: don't turn discovery into an interrogation. Great questions require practice, curiosity, and genuine focus on the customer.

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 @dougbranson

Leading a sales team through change is one of the toughest responsibilities in sales leadership, yet it's a challenge every manager faces. Whether it's a new CRM, revised compensation plan, updated sales process, or organizational restructuring, change often creates uncertainty, resistance, and a temporary decline in performance. The question isn't whether change will happen—it's whether you're prepared to lead your team through it successfully.

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

In this episode of Sales [UN]Training, Kelly Riggs explains why change creates friction inside sales organizations and why even experienced sales leaders often underestimate its impact. Drawing from personal experience, Kelly shares a real-world example of how a poorly communicated compensation plan nearly tore apart a high-performing sales organization, illustrating how leadership—not the change itself—often determines the outcome.

Kelly also outlines practical strategies every sales leader should use before introducing significant change. Learn why having a communication plan matters, how gaining the support of your top performers can influence the rest of the team, why pre-selling change reduces resistance, and how ongoing conversations help keep performance on track throughout the transition.

Finally, Kelly discusses one leadership mistake that can permanently damage trust during periods of change: blaming the company instead of leading with confidence. If you want your sales team to embrace new initiatives faster, maintain productivity, and build stronger trust during organizational change, this episode offers practical leadership lessons you can begin applying immediately.

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 @dougbranson

Most salespeople spend countless hours learning their products and studying competitors, yet they often overlook the competitor that quietly wins more deals than anyone else: change. In this episode of Sales [UN]Training, Kelly Riggs explains why customers frequently choose to do nothing—even when your solution is objectively better—and why understanding the psychology of change can dramatically improve your win rate.

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

Kelly breaks down how the human brain naturally resists disruption, why every purchase introduces risk, and how those concerns can extend buying cycles, strengthen incumbent vendors, or result in frustrating "no decision" outcomes. You'll learn why great presentations and compelling ROI alone often aren't enough when buyers are weighing operational disruption against future benefits.

The episode introduces three critical dimensions every salesperson should evaluate in every opportunity: the customer's need to change, capability to change, and will to change. Kelly also shares practical questions that uncover hidden concerns before they become silent objections inside the buying committee.

Finally, Kelly outlines practical strategies for reducing the perceived risk of change, including using customer success stories, preparing buyers for implementation, and helping prospects visualize a successful transition. Sales leaders will also hear why onboarding and coaching should include training on managing customer change—not just product knowledge—if they want more consistent wins.

If you've ever lost a deal to "we've decided to stay with what we have," this episode will change the way you think about selling.

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 @dougbranson

Why do customers so often stop responding after what seemed like a great first meeting? According to Kelly Riggs, the answer isn't bad luck—it starts with how most salespeople have been trained.

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

In this episode of Sales [UN]Training, Kelly explains why the average sales call is remarkably predictable regardless of industry, product, or company. Rather than creating curiosity and urgency, salespeople often lead with company information, product features, and presentations that sound nearly identical to every competitor. The result is familiar to every sales professional: proposals that go nowhere, endless follow-up, delayed decisions, and eventually being ghosted.

Kelly also explores the role sales training plays in creating this cycle. He argues that organizations spend enormous amounts of time teaching product knowledge while spending very little time developing consultative conversations that uncover what customers actually care about. Drawing on research and decades of coaching experience, he explains why elite salespeople ask better questions, create stronger dialogue, and earn trust by understanding the customer's business instead of focusing on their own products.

Finally, Kelly shares practical ideas sales leaders can immediately apply, including learning directly from top customers, identifying why customers truly buy, and building conversations around operational challenges instead of product presentations. If you're responsible for improving sales performance, increasing win rates, or coaching stronger sales conversations, this episode offers actionable ideas to help your team stand apart from the competition.

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 Pod About It Productions @dougbranson

Technology has transformed the sales profession, but has it actually made salespeople better? In this episode of Sales [UN]Training, Kelly Riggs explains why the biggest competitive advantage in selling still comes from one timeless skill: conducting exceptional discovery conversations.

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

Kelly challenges the growing belief that AI, CRM platforms, and other sales technologies are the answer to improving sales performance. While these tools provide valuable information, they cannot uncover a buyer's motivations, emotions, priorities, or desired outcomes. Those insights only emerge through meaningful conversations led by a genuinely curious salesperson.

Throughout the episode, Kelly shares a memorable story from sales expert Larry Levine that illustrates how a single thoughtful question transformed a routine customer visit into an extraordinary opportunity to build trust and uncover valuable business insight. He also explains the difference between rapport and true relationships, why most discovery calls feel more like interrogations than conversations, and how salespeople can replace scripted questions with authentic dialogue.

You'll also learn the concept of tactical curiosity—following the buyer's answers with genuine interest instead of rushing toward a presentation or product pitch. Kelly outlines practical ways to encourage prospects to share what matters most and reveals one discovery question that consistently produces deeper conversations and better sales outcomes.

If your team wants stronger discovery calls, more consultative selling, and better customer conversations that create lasting value, this episode provides practical ideas your salespeople can begin using immediately.

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 @dougbranson

Larry Levine podcast: https://sellingfromtheheartpodcast.com

Fill the Funnel: https://blkr.co/ftf

Why do organizations invest billions of dollars in sales training every year while win rates and quota attainment continue to disappoint? In this episode of Sales [UN]Training, Kelly Riggs examines the biggest reason traditional sales training fails to produce meaningful, lasting results.

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

Kelly explains why one-time seminars, kickoff meetings and information-heavy training sessions rarely create new habits. Simply exposing salespeople to new concepts isn't enough. Real improvement requires repetition, coaching and consistent reinforcement that helps sales professionals apply new skills in real customer conversations.

The discussion also explores why modern selling is far more complex than following a scripted presentation. Every buyer, opportunity and sales conversation is different, making adaptability one of the most valuable skills a salesperson can develop. Kelly outlines why sales managers must spend less time acting as the "super salesperson" and more time developing their people through intentional coaching.

You'll also hear a practical coaching process that sales leaders can begin using immediately, including how to prepare before customer meetings, observe without taking over during sales calls and conduct effective post-call coaching conversations that reinforce learning.

If you're a Sales VP, sales manager or business leader looking to improve quota attainment, increase win rates and develop a stronger sales culture, this episode provides practical ideas you can put into action with your team right away.

Stop relying on training events alone and start building a coaching culture that creates confident, adaptable salespeople who continue improving long after the training session ends.

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 @dougbranson

Sales managers love dashboards, reports, and KPIs—but are they measuring the numbers that actually improve performance?

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

In this episode of Sales [UN]Training, Kelly Riggs uses an unexpected comparison to the NFL to explain why some statistics predict success while others simply record history. Looking at championship football teams, Kelly identifies the key performance indicators coaches prioritize and shows how those same concepts apply to sales leadership.

You'll learn why managing lagging indicators and activity metrics often produces disappointing results, and why a structured sales plan creates a much stronger foundation for consistent growth. Kelly also explains how common sales "turnovers" cost organizations deals every day, why advancing qualified opportunities through the sales process is similar to converting third downs, and how improving your "red zone efficiency" can dramatically increase win rates.

The conversation also explores one of the biggest mistakes sales organizations make inside their CRM systems: bloated pipelines filled with opportunities that have little chance of closing. Kelly shares practical guidance on identifying high-value opportunities, eliminating wasted effort, and helping salespeople spend more time pursuing business that meaningfully impacts revenue.

Whether you're a sales VP, sales manager, or business owner responsible for coaching a team, this episode provides a fresh framework for evaluating performance, developing better coaching habits, and focusing your organization on the metrics that truly influence results.

If you've ever wondered which sales numbers deserve your attention—and which ones are distracting your team—this episode offers a practical perspective you can put to work immediately.

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 @dougbranson

Why do so many qualified prospects still choose not to buy—even after hearing a compelling presentation and a strong ROI story?

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

In this episode of Sales [UN]Training, Kelly Riggs welcomes behavioral science expert Matt Szczurek, author of The Hidden Yes, for a conversation about the psychology behind customer decision-making. Rather than adding more features, benefits, or discounts, Matt explains why top-performing salespeople first identify the psychological barriers keeping buyers from moving forward.

Kelly and Matt break down the three most common mistakes sales professionals make: focusing too heavily on motivation instead of removing obstacles, relying on logical arguments instead of using context to shape perception, and implementing tactics before defining the behavioral outcome they want to achieve.

The discussion also explores two of the hidden barriers covered in Matt's research. You'll hear why uncertainty often becomes the biggest conversion killer, how small changes in messaging can dramatically improve results, and why reducing perceived effort can make customers far more likely to act.

Throughout the episode, Kelly connects these concepts to real-world sales leadership, showing why traditional product training alone rarely changes behavior. If you're responsible for developing salespeople, improving conversion rates, or helping your team influence buying decisions more effectively, this conversation provides practical strategies backed by behavioral science and real case studies.

If you're ready to rethink how customers actually make decisions, this episode will challenge many long-held assumptions about selling.

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 @dougbranson

What does "adding value" actually mean?

In this episode of Sales [UN]Training, Kelly Riggs challenges one of the most overused phrases in sales and explains why many sales organizations struggle to define value from the customer's perspective. While salespeople often believe they're communicating value through product features, quality, or service, customers make buying decisions based on something much different.

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

Kelly explores why price objections aren't always about cost and how perceived value determines whether customers see your solution as worth the investment. He explains why sales professionals should spend less time defending pricing and more time uncovering the outcomes customers actually care about.

Throughout the conversation, Kelly shares practical examples of how successful salespeople uncover emotional buying drivers, create stronger customer conversations, and position their solutions around the problems customers are trying to solve—not simply the products they're selling.

He also discusses why buyers willingly pay premium prices for predictability, consistency, proactive communication, and an easier customer experience. Using a memorable luggage story, Kelly demonstrates how companies can command higher prices by solving problems customers genuinely value instead of competing on discounts.

If you're leading a sales organization, coaching a team, or looking for ways to improve win rates without sacrificing margins, this episode offers practical strategies that can change the way your team thinks about value, pricing, and customer conversations.

Stop competing on price—and start selling what customers actually want.

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 @dougbranson

Sales training remains one of the largest investments organizations make, yet sales performance data continues to show disappointing results. Why are so many salespeople missing quota despite the abundance of training programs, technology, and sales tools available today?

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

In this episode of Sales [UN]Training, Kelly Riggs examines the disconnect between sales training investments and actual sales performance. Drawing on research, real-world examples, and years of experience helping organizations improve sales effectiveness, Kelly outlines the three bedrock principles that separate impactful sales training from programs that fail to create lasting results.

First, Kelly explains why context must come before product knowledge. Rather than overwhelming salespeople with information, effective leaders help them understand how customers use products, the problems they solve, and the outcomes they create.

Next, Kelly explores the importance of confirmation. Learning doesn't happen simply because information was presented. Through assessment, testing, and active recall, sales leaders can dramatically improve retention and identify learning gaps before they become performance problems.

Finally, Kelly addresses consistency—the most overlooked component of sales development. From role play and coaching to call reviews and preparation, consistent practice is what transforms knowledge into habits and habits into results.

Whether you're onboarding new salespeople, developing experienced reps, or leading an entire sales organization, this episode provides a practical framework for building a training culture that improves performance, strengthens retention, and creates better sales outcomes over time.

If you're a sales leader looking to get more from your training investment, this episode offers a clear roadmap for doing exactly that.

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 @dougbranson